Q&A with Daniel Rodriguez, Chief Marketing Officer at Simplr.ai

Media 7 | August 27, 2021

Daniel Rodriguez, Chief Marketing Officer at Simplr.ai, has also served as VP of Marketing for Seismic and as co-founder of multiple companies including Indivly Magic and PrizeTube. He is currently also an official member of the Forbes Communications Council.

You invest so much energy and effort into solving an important problem for your client, but often you don’t get to see the results because you’ve moved on to the next client, or it could take years for your recommendations to play out.



MEDIA 7: Could you please take us through your professional journey?
DANIEL RODRIGUEZ:
I started my career in strategy consulting, which was exciting and challenging but ultimately unfulfilling. You invest so much energy and effort into solving an important problem for your client, but often you don’t get to see the results because you’ve moved on to the next client, or it could take years for your recommendations to play out. I then moved on to investment management, where I could put my analytical skills to better use in allocating money. What I didn’t realize is that in finance it takes even longer to see the fruits of your labor and the benefits you’ve brought to clients than it does in strategy consulting!

While working in finance, I began moonlighting for a wine tech startup. That’s where I got hooked on the adrenaline rush of startup life, where a company can grow in a matter of months. I went to business school to transition my career into startups and haven’t looked back. After failing to get my own startup off the ground at MIT Sloan, I joined Seismic, a B2B enterprise SaaS company, as head of marketing and I’ve been leading marketing efforts at high-growth tech companies for the past 9 years.


M7: How does Simplr help companies expand their customer service capacity and engage customers with speed, empathy, and precision?
DR:
What we realized is that there is a new customer, the NOW Customer that lives online and has massive expectations around CX. Think Veruca Salt in Willy Wonka: “I want my golden goose, and I want it now!” Old, rigid service and support models--think BPOs that require months of hands-on training or old, traditional contact centers that value agent productivity while sacrificing customer satisfaction--simply could not meet the demands of the NOW customer. So, we created a new model combining people, technology and intelligence to exceed their demands and give our customers an unfair advantage over the competition. At the heart of our NOW CX platform is the Simplr Human Cloud Network. It’s a completely distributed workforce with no fixed hours or wages and can scale to meet our customer’s needs any time of day, no matter the demand. They are empowered by a machine-enabled platform that provides guidance and brand-specific information needed to offer an exceptional customer experience every single time. This means no traditional training or coaching for our specialists. Instead, they are smarter and faster right out of the gate. Not only does the platform uses AI to ensure and scale the service quality of our entire network, but it also includes business intelligence to provide customers with the insights they need to proactively improve the overall service.


The fact is that consumers have little patience for anything other than consistently exceptional experiences when it comes to how they interact with brands.



M7: Congratulations on Simplr being shortlisted in the 2021 SaaS Awards Program in the Best Product for Customer Services / CRM category! What was the strategy behind achieving this prestigious recognition?
DR:
Thank you! We are very proud of the recognition. Ultimately, we were able to effectively showcase to the award judges the incredible potential of NOW CX. The fact is that consumers have little patience for anything other than consistently exceptional experiences when it comes to how they interact with brands. As we conveyed during the awards process, Simplr stands to transform how customer service is delivered to meet the expectations of the NOW customer. In the meantime, we're upending the much-maligned and stagnant contact center model.


M7: According to you, how have customer demands and requirements changed during the COVID-19 pandemic and how has Simplr adapted to meet these changes?
DR:
COVID-19 was a sea change for CX. It forced a lot of brands to rethink how they interact with customers to consistently foster incredible experiences, or risk losing them for good. In fact, according to a survey we conducted, 27% of consumers said that customer service wait times on digital channels during COVID-19 caused their brand loyalty to waver. It makes sense: Consumers continued to need goods, but almost all physical store locations represented a potential threat to their health, so they moved online in droves. And if a familiar brand couldn’t offer a seamless and easy buying and post-sale experience, it wasn’t a question of whether the consumer would switch to a new brand, but how quickly they could find a competitor. When we look back on the pandemic, one of the major consumer trends that will have resulted from it will be changed in brand loyalty across industries. I guarantee that the brands which offer incredible customer experiences have benefited the vast majority of the time.


You must give 10 times more to your customers than you take. You provide real value in your content. You provide real opportunities to celebrate your customers’ successes. You help them succeed in their own careers on a daily basis.



M7: What are some of your preferred marketing channels given your target customers?
DR:
Simplr represents a new way of thinking about CX and how brands should invest in it. So, a lot of our marketing efforts focus on educating our customers and the market as a whole about what this next phase of CX looks like. We do a lot of webinars and virtual events on that topic and invest heavily in thought leadership and educational content that is truly beneficial for the customer and not just a Simplr promotion. We also want to provide opportunities for our customers to communicate with one another and learn about what works and what doesn't in their CX programs. To that end, we've launched CXLife, a CX community dedicated to ensuring that they can lift each other up and become the true leaders of NOW CX.


M7: What is your marketing mantra to stand out in an overly saturated MarTech space?
DR:
You must give 10 times more to your customers than you take. You provide real value in your content. You provide real opportunities to celebrate your customers’ successes. You help them succeed in their own careers on a daily basis. It is only through the consistent value that you develop a true community of customers who will then help you tell your story and speak your praises. And if you do it effectively, they’ll begin speaking your praises without you even asking. That's when you know you've built a truly valuable brand that can cut through the noise.

ABOUT SIMPLR

Simplr offers companies a human-first, machine-enabled customer experience solution that meets the demands of the NOW Customer across all digital channels. Offering a combination of a uniquely talented, flexible, and scalable staffing pool, AI-based technology, and actionable intelligence, Simplr allows companies to immediately expand their customer service capacity and engage customers with speed, empathy, and precision. With Simplr’s NOW CX solution, premium brands are eradicating customer neglect, turning browsers into buyers, and turning customers into fans.

More C-Suite on deck

Q&A with Leela Srinivasan, CMO at SurveyMonkey | Reuters Events - Media 7 Keynote Speaker Interviews

MEDIA 7 | September 18, 2020

Leela Srinivasan, CMO at SurveyMonkey is a marketing leader whose journey has included significant stints in sales and management consulting. She specialises in B2B marketing, customer marketing, content marketing, social media marketing, marketplace businesses, messaging/positioning development, demand generation programs, business unit strategy, pricing, strategic selling, content development, quantitative customer research, qualitative customer insights, global product marketing, field marketing, public speaking, building thought leadership, managing a team while working remotely. Also known to bust out a haiku or two and lead the karaoke charge. Media 7: What inspired you to get into marketing? Leela Srinivasan: I went to Tuck Business School laser-focused on landing an investment banking internship. I reasoned that if I spent a couple of years post-MBA in equity research, I’d deeply understand the investment community and be well-positioned to move into my ultimate dream job: running investor relations for a public company. In pursuing my plan, I ignored the very obvious signs that I should be in Marketing. I could do the quantitative work required for financial services — but the way I leaned into class assignments was a dead giveaway that Marketing better aligned with my passions than Finance. I love the blend of art and science, of strategy and creativity, and the need to drive actions while developing empathy for the customer. On the science part, we're continually improving our ability to measure and understand through tools and technology. The art part is harder to measure, but the importance of creating an emotional connection with your audience has only increased given the challenges of 2020.

Read More

Q&A with Jim Nichols, Chief Marketing Officer at RevLifter

Media 7 | July 17, 2021

Jim Nichols, CMO at RevLifter, is a high performing leader with more than 15 years of digital and traditional marketing experience helping drive company growth by helping brands make the most of their marketing investments. His career is focused on finding barriers to growth across organizations and leading cross departmental teams to genuine solutions. He is a builder of more profitable and enduring client relationships and teams.

Read More

Q&A with Aaron Glazer, Co-Founder and CEO at Taplytics

Media 7 | March 2, 2021

Aaron Glazer, Co-Founder and CEO at Taplytics, is a graduate of the MBA program at the Rotman School of Management, majored in Corporate Strategy. Prior to completing his MBA, Aaron worked as a management consultant at Accenture. Aaron also co-founded an online startup where he oversaw thedevelopment of several online and mobile products.

Read More

Q&A with Leela Srinivasan, CMO at SurveyMonkey | Reuters Events - Media 7 Keynote Speaker Interviews

MEDIA 7 | September 18, 2020

Leela Srinivasan, CMO at SurveyMonkey is a marketing leader whose journey has included significant stints in sales and management consulting. She specialises in B2B marketing, customer marketing, content marketing, social media marketing, marketplace businesses, messaging/positioning development, demand generation programs, business unit strategy, pricing, strategic selling, content development, quantitative customer research, qualitative customer insights, global product marketing, field marketing, public speaking, building thought leadership, managing a team while working remotely. Also known to bust out a haiku or two and lead the karaoke charge. Media 7: What inspired you to get into marketing? Leela Srinivasan: I went to Tuck Business School laser-focused on landing an investment banking internship. I reasoned that if I spent a couple of years post-MBA in equity research, I’d deeply understand the investment community and be well-positioned to move into my ultimate dream job: running investor relations for a public company. In pursuing my plan, I ignored the very obvious signs that I should be in Marketing. I could do the quantitative work required for financial services — but the way I leaned into class assignments was a dead giveaway that Marketing better aligned with my passions than Finance. I love the blend of art and science, of strategy and creativity, and the need to drive actions while developing empathy for the customer. On the science part, we're continually improving our ability to measure and understand through tools and technology. The art part is harder to measure, but the importance of creating an emotional connection with your audience has only increased given the challenges of 2020.

Read More

Q&A with Jim Nichols, Chief Marketing Officer at RevLifter

Media 7 | July 17, 2021

Jim Nichols, CMO at RevLifter, is a high performing leader with more than 15 years of digital and traditional marketing experience helping drive company growth by helping brands make the most of their marketing investments. His career is focused on finding barriers to growth across organizations and leading cross departmental teams to genuine solutions. He is a builder of more profitable and enduring client relationships and teams.

Read More

Q&A with Aaron Glazer, Co-Founder and CEO at Taplytics

Media 7 | March 2, 2021

Aaron Glazer, Co-Founder and CEO at Taplytics, is a graduate of the MBA program at the Rotman School of Management, majored in Corporate Strategy. Prior to completing his MBA, Aaron worked as a management consultant at Accenture. Aaron also co-founded an online startup where he oversaw thedevelopment of several online and mobile products.

Read More

Related News

CHANNEL PARTNERSHIPS

Sonicu joins Schneider Electric Exchange Platform as a Certified Technology Partner

Sonicu, Schneider Electric | September 22, 2022

Sonicu, a leading provider of critical environmental monitoring solutions for healthcare systems across the nation, joins Schneider Electric, the leader of digital transformation in energy management and automation, as a Certified Technology Partner and member of its Exchange Platform. Schneider Electric's Exchange Platform is a digital marketplace that connects experts and peers in a digital ecosystem, unifying multi-disciplinary expertise in one collaborative community. The Exchange community gives entry for Sonicu to co-collaborate, co-innovate, and enhance its critical environment and monitoring solutions portfolio with an elite network of trusted experts. Sonicu's critical environments solutions and services protect some of the most respected health systems across the nation. As Certified Technology partner, Sonicu will drive innovation at scale to deliver superior operational visibility, asset management and protection, and compliance reporting to its current and growing list of healthcare customers. "We know hospitals and other healthcare facilities rely on Schneider Electric and its trusted network of partners to accelerate digital transformation, improve facility operations, energy efficiency, and patient care. We're excited to join the Exchange Community as a Certified Technology Partner and look forward to solving problems with this customer-focused organization." said Joe Mundell, Chief Revenue Officer, Sonicu. Already in 40% of the world's hospitals, including five of the top ten, Schneider Electric's EcoStruxure™ for Healthcare solutions combine connected products and edge control, apps, analytics, and services to help hospitals and healthcare facilities address tomorrow's challenges, today. "Healthcare facilities of the future will rely on technology to deliver improved sustainability, resiliency, hyper-efficiency, and people centricity. As a member of our Technology Partner Program, Sonicu will leverage EcoStruxure™ , our IoT-enabled, interoperable, platform to co-innovate solutions that enable those outcomes." David Evans, Global Healthcare Segment Lead at Schneider Electric Sonicu's membership to the Schneider Electric Exchange Community and status as a Certified Technology Partner compliments the values of its recently released Channel Partner Program. "We've invested in our technology to make it easier for our customers to install, implement and improve their operations and we're excited to be upgrading our partnerships with this exciting opportunity to be part of the Schneider Electric Exchange," said Joe Mundell, Chief Revenue Officer, Sonicu. "We've invested in our technology to make it easier for our customers to install, implement and improve their operations and we're excited to be upgrading our partnerships with this exciting opportunity to be part of the Schneider Electric Exchange," said Joe Mundell, Chief Revenue Officer, Sonicu. To learn more about Sonicu, visit our profile on the exchange. To learn more about Schneider Electric's Exchange Platform and its Technology Partner Program, visit https://exchange.se.com/.

Read More

MARTECH

Prosoma Digital Therapeutics and EVERSANA Announce Commercialisation Partnership

Prosoma Digital Therapeutics, EVERSANA | September 27, 2022

Prosoma Digital Therapeutics, innovators in reinventing healthcare for oncology patients, has partnered with EVERSANA®, a pioneer of next-generation commercial services to the global life sciences industry, to support the expected launch and commercialisation for Prosoma's digital therapy to support the mental health of cancer patients. The digital therapy, Living Well, is the company's proprietary application designed to improve the quality of life and reduce stress, anxiety, and depression symptoms related to cancer diagnosis and treatment.EVERSANA's leading experts in launching and commercialising digital therapeutic solutions will help Prosoma navigate regulatory pathways and plan for commercialisation. "As we looked to navigate the complexity of commercialising our digital solutions in the United States, it became clear we need a partner with the infrastructure and experience to help us move quickly," said Andrzej Jonczyk, Chief Executive Officer, Prosoma U.S. "As we looked to navigate the complexity of commercialising our digital solutions in the United States, it became clear we need a partner with the infrastructure and experience to help us move quickly," said Andrzej Jonczyk, Chief Executive Officer, Prosoma U.S. "As we spoke with partners across Europe and the world, one name continued to rise to the top and that was EVERSANA. Their integrated platform and deep experience in digital therapeutics make them the perfect partner to help bring our important therapies to patients." "The future of healthcare continues to evolve as innovative solutions improve the patient journey," said Jim Lang, CEO, EVERSANA. "EVERSANA was built with this in mind. By helping Prosoma, we will provide critical mental health support for cancer patients and caregivers through this novel approach to digital therapy." EVERSANA and Prosoma Digital Therapeutics will attend and be available to discuss the partnership at the 5th annual DTx East Conference, September 27-29 in Boston, Massachusetts. ABOUT Prosoma Digital Therapeutics As a global leader in Digital Therapeutics for oncology, Prosoma provides patients with comprehensive solutions that are fully tailored to their medical conditions. The company created a portfolio of medical software products by combining world-leading expertise in medicine and technology and covering cancer patients' entire behavioural support needs. The company's flagship product, Living Well App, leads the patient from the moment of diagnosis towards regaining control over their wellbeing. It helps patients deal with their emotions and stress, build healthy habits and support them through their recovery process. The Living Well App is already reimbursed by healthcare insurance companies in Germany, and Prosoma is also aiming to have the costs of its products covered by healthcare systems in the US, the UK, and Poland. To learn more about Promosa, visit http://www.prosoma.com or connect through LinkedIn About EVERSANA™ EVERSANA™ is the leading independent provider of global services to the life sciences industry. The company's integrated solutions are rooted in the patient experience and span all stages of the product life cycle to deliver long-term, sustainable value for patients, prescribers, channel partners and payers. The company serves more than 500 organizations, including innovative start-ups and established pharmaceutical companies, to advance life sciences solutions for a healthier world. To learn more about EVERSANA, visit eversana.com or connect through LinkedIn and Twitter.

Read More

MARTECH

Grip Security launches first partner program to drive sales of their SaaS application protection

Grip Security | September 27, 2022

Grip is looking to add partners who understand the differentiated value of their offering, and the uniqueness that it will provide to customers looking for improved SaaS security. Grip Security, which makes a SaaS security solution that unifies discovery, access control and data governance, has announced the Grip Security Partner Program. Grip emerged from stealth in April 2021 with a SaaS security solution designed to go beyond the limits of traditional CASBs, while at the same time making it easy to cover a large number of apps, overcoming a problem that exploded with the number of apps where many apps were simply not covered. “The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO. “The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO. “There has been a lot of change and a lot market change.” Because SaaS is closely tied to identity, Grip made it a top priority to establish deep integrations with as many identity providers as possible. That phase has now been completed. “We have extended our integration to almost every identity provider in the market today – almost a dozen,” Yaari said. “We are now looking at bringing joint offerings with large security vendors to market. Many of these joint integrations have been signed, but have not yet been announced, as we are still building out joint value.” Grip started out briefly selling direct in their proof of concept stage, but the pivot to the channel was in their plans, and that too has already taken place. “We have a channel-focused Go-to-Market strategy,” Yaari stated. “14 is the number of partners that we have right now, and that is growing fast. Our third U.S. hire was our director of channel sales. This is a critical part of our strategy.” The plan is for a fairly rapid channel expansion, not just to work with a small number of partners until they become successful. “We aren’t looking to work with 10,000 partners, but we do want to find enough key partners,” Yaari indicated. “We are not looking for logos on the web site. We are looking for partners who want to work with us so that we can make each other successful, and where they can position themselves as a source of innovation with us.” Insight is one of their initial partners. “With Insight, we are not part of a special innovation program,” Yaari said. “They are an example of a partner that we have a good relationship with, who understand how to drive need and who knows that SaaS is becoming bigger.” The problem many partners face is that since SaaS is relatively new, as they think organizations don’t have the right solutions to fix it, and they themselves lack the right backdrop for channel sales to explain it to the customer. “For the partner, they keys are understanding the problem space, understanding the market and the patching that is used today, and understanding how we are unique and the right questions to ask to get a meeting,” Yaari said. The program begins with a single tier, but Yaari said that they intended to expand that as the program builds out further. Simplicity is a dominant feature of the new program. “Our product is very different from other security products,” said Young-Sae Song, Chief Marketing Officer at Grip. “It takes 10 minutes to install. It is simple enough to be demoed by a channel sales person. You don’t need a technical person with deep training to demo it.” Grip also supports partners with jointly funded programs to promote Grip, as well as co-branded sales materials. Song said that because Grip isn’t heavy like most SaaS solutions, the channel can go to market very quickly with it. “It is probably faster for them than any other enterprise security product,” he stated. It also provides support for more than 20,000 SaaS applications, allows for 80% reduction in analyst workload, and has five times more SaaS application discovery compared to CASBs.

Read More

CHANNEL PARTNERSHIPS

Sonicu joins Schneider Electric Exchange Platform as a Certified Technology Partner

Sonicu, Schneider Electric | September 22, 2022

Sonicu, a leading provider of critical environmental monitoring solutions for healthcare systems across the nation, joins Schneider Electric, the leader of digital transformation in energy management and automation, as a Certified Technology Partner and member of its Exchange Platform. Schneider Electric's Exchange Platform is a digital marketplace that connects experts and peers in a digital ecosystem, unifying multi-disciplinary expertise in one collaborative community. The Exchange community gives entry for Sonicu to co-collaborate, co-innovate, and enhance its critical environment and monitoring solutions portfolio with an elite network of trusted experts. Sonicu's critical environments solutions and services protect some of the most respected health systems across the nation. As Certified Technology partner, Sonicu will drive innovation at scale to deliver superior operational visibility, asset management and protection, and compliance reporting to its current and growing list of healthcare customers. "We know hospitals and other healthcare facilities rely on Schneider Electric and its trusted network of partners to accelerate digital transformation, improve facility operations, energy efficiency, and patient care. We're excited to join the Exchange Community as a Certified Technology Partner and look forward to solving problems with this customer-focused organization." said Joe Mundell, Chief Revenue Officer, Sonicu. Already in 40% of the world's hospitals, including five of the top ten, Schneider Electric's EcoStruxure™ for Healthcare solutions combine connected products and edge control, apps, analytics, and services to help hospitals and healthcare facilities address tomorrow's challenges, today. "Healthcare facilities of the future will rely on technology to deliver improved sustainability, resiliency, hyper-efficiency, and people centricity. As a member of our Technology Partner Program, Sonicu will leverage EcoStruxure™ , our IoT-enabled, interoperable, platform to co-innovate solutions that enable those outcomes." David Evans, Global Healthcare Segment Lead at Schneider Electric Sonicu's membership to the Schneider Electric Exchange Community and status as a Certified Technology Partner compliments the values of its recently released Channel Partner Program. "We've invested in our technology to make it easier for our customers to install, implement and improve their operations and we're excited to be upgrading our partnerships with this exciting opportunity to be part of the Schneider Electric Exchange," said Joe Mundell, Chief Revenue Officer, Sonicu. "We've invested in our technology to make it easier for our customers to install, implement and improve their operations and we're excited to be upgrading our partnerships with this exciting opportunity to be part of the Schneider Electric Exchange," said Joe Mundell, Chief Revenue Officer, Sonicu. To learn more about Sonicu, visit our profile on the exchange. To learn more about Schneider Electric's Exchange Platform and its Technology Partner Program, visit https://exchange.se.com/.

Read More

MARTECH

Prosoma Digital Therapeutics and EVERSANA Announce Commercialisation Partnership

Prosoma Digital Therapeutics, EVERSANA | September 27, 2022

Prosoma Digital Therapeutics, innovators in reinventing healthcare for oncology patients, has partnered with EVERSANA®, a pioneer of next-generation commercial services to the global life sciences industry, to support the expected launch and commercialisation for Prosoma's digital therapy to support the mental health of cancer patients. The digital therapy, Living Well, is the company's proprietary application designed to improve the quality of life and reduce stress, anxiety, and depression symptoms related to cancer diagnosis and treatment.EVERSANA's leading experts in launching and commercialising digital therapeutic solutions will help Prosoma navigate regulatory pathways and plan for commercialisation. "As we looked to navigate the complexity of commercialising our digital solutions in the United States, it became clear we need a partner with the infrastructure and experience to help us move quickly," said Andrzej Jonczyk, Chief Executive Officer, Prosoma U.S. "As we looked to navigate the complexity of commercialising our digital solutions in the United States, it became clear we need a partner with the infrastructure and experience to help us move quickly," said Andrzej Jonczyk, Chief Executive Officer, Prosoma U.S. "As we spoke with partners across Europe and the world, one name continued to rise to the top and that was EVERSANA. Their integrated platform and deep experience in digital therapeutics make them the perfect partner to help bring our important therapies to patients." "The future of healthcare continues to evolve as innovative solutions improve the patient journey," said Jim Lang, CEO, EVERSANA. "EVERSANA was built with this in mind. By helping Prosoma, we will provide critical mental health support for cancer patients and caregivers through this novel approach to digital therapy." EVERSANA and Prosoma Digital Therapeutics will attend and be available to discuss the partnership at the 5th annual DTx East Conference, September 27-29 in Boston, Massachusetts. ABOUT Prosoma Digital Therapeutics As a global leader in Digital Therapeutics for oncology, Prosoma provides patients with comprehensive solutions that are fully tailored to their medical conditions. The company created a portfolio of medical software products by combining world-leading expertise in medicine and technology and covering cancer patients' entire behavioural support needs. The company's flagship product, Living Well App, leads the patient from the moment of diagnosis towards regaining control over their wellbeing. It helps patients deal with their emotions and stress, build healthy habits and support them through their recovery process. The Living Well App is already reimbursed by healthcare insurance companies in Germany, and Prosoma is also aiming to have the costs of its products covered by healthcare systems in the US, the UK, and Poland. To learn more about Promosa, visit http://www.prosoma.com or connect through LinkedIn About EVERSANA™ EVERSANA™ is the leading independent provider of global services to the life sciences industry. The company's integrated solutions are rooted in the patient experience and span all stages of the product life cycle to deliver long-term, sustainable value for patients, prescribers, channel partners and payers. The company serves more than 500 organizations, including innovative start-ups and established pharmaceutical companies, to advance life sciences solutions for a healthier world. To learn more about EVERSANA, visit eversana.com or connect through LinkedIn and Twitter.

Read More

MARTECH

Grip Security launches first partner program to drive sales of their SaaS application protection

Grip Security | September 27, 2022

Grip is looking to add partners who understand the differentiated value of their offering, and the uniqueness that it will provide to customers looking for improved SaaS security. Grip Security, which makes a SaaS security solution that unifies discovery, access control and data governance, has announced the Grip Security Partner Program. Grip emerged from stealth in April 2021 with a SaaS security solution designed to go beyond the limits of traditional CASBs, while at the same time making it easy to cover a large number of apps, overcoming a problem that exploded with the number of apps where many apps were simply not covered. “The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO. “The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO. “There has been a lot of change and a lot market change.” Because SaaS is closely tied to identity, Grip made it a top priority to establish deep integrations with as many identity providers as possible. That phase has now been completed. “We have extended our integration to almost every identity provider in the market today – almost a dozen,” Yaari said. “We are now looking at bringing joint offerings with large security vendors to market. Many of these joint integrations have been signed, but have not yet been announced, as we are still building out joint value.” Grip started out briefly selling direct in their proof of concept stage, but the pivot to the channel was in their plans, and that too has already taken place. “We have a channel-focused Go-to-Market strategy,” Yaari stated. “14 is the number of partners that we have right now, and that is growing fast. Our third U.S. hire was our director of channel sales. This is a critical part of our strategy.” The plan is for a fairly rapid channel expansion, not just to work with a small number of partners until they become successful. “We aren’t looking to work with 10,000 partners, but we do want to find enough key partners,” Yaari indicated. “We are not looking for logos on the web site. We are looking for partners who want to work with us so that we can make each other successful, and where they can position themselves as a source of innovation with us.” Insight is one of their initial partners. “With Insight, we are not part of a special innovation program,” Yaari said. “They are an example of a partner that we have a good relationship with, who understand how to drive need and who knows that SaaS is becoming bigger.” The problem many partners face is that since SaaS is relatively new, as they think organizations don’t have the right solutions to fix it, and they themselves lack the right backdrop for channel sales to explain it to the customer. “For the partner, they keys are understanding the problem space, understanding the market and the patching that is used today, and understanding how we are unique and the right questions to ask to get a meeting,” Yaari said. The program begins with a single tier, but Yaari said that they intended to expand that as the program builds out further. Simplicity is a dominant feature of the new program. “Our product is very different from other security products,” said Young-Sae Song, Chief Marketing Officer at Grip. “It takes 10 minutes to install. It is simple enough to be demoed by a channel sales person. You don’t need a technical person with deep training to demo it.” Grip also supports partners with jointly funded programs to promote Grip, as well as co-branded sales materials. Song said that because Grip isn’t heavy like most SaaS solutions, the channel can go to market very quickly with it. “It is probably faster for them than any other enterprise security product,” he stated. It also provides support for more than 20,000 SaaS applications, allows for 80% reduction in analyst workload, and has five times more SaaS application discovery compared to CASBs.

Read More

Spotlight

Simplr.ai

Simplr.ai

Simplr offers companies a human-first, machine-enabled customer experience solution that meets the demands of the NOW Customer across all digital channels. Offering a combination of a uniquely talented, flexible, and scalable staffing pool, AI-based technology, and actionable intelligence, Simplr al...

Events

Resources