Six years ago, US partner Champion Solutions Group made a bold move to the cloud. To drive cloud adoption and gain critical traction within this new market, they created a separate, cloud-focused team: MessageOps. Composed of 25 people, the MessageOps team is growing rapidly – and Champion is now at the cutting edge of partners around the world. The group achieved nearly 80 percent revenue growth in the past two years, and almost 30 percent YTY growth this fiscal year.
There are four key pillars of success for cloud partners – Creating Scale, Developing Focus, Increasing Value and Creating Stickiness – and Champion is addressing all of them. I had the pleasure of connecting with Lisa Cuthbertson, Champion’s VP of Sales Operations, at WPC this year to learn more about their cloud strategy. Check out what I learned from her about best practices: