In this edition of Channel Marketer Perspective, we introduce you to Rob Rae, Vice President of Business Development at backup and disaster recovery vendor, Datto.
One of the most unique things about Rae is his title. Unlike most channel chiefs featured in this column, the word “channel” isn’t in his title — even though Rae’s role has everything to do with building a strong channel of MSP partners.
What’s up with that? As Rae explains in this video interview with Channel Marketing Journal, while most channel chiefs sit in either the marketing or sales branch of the org chart, Rae and his team generate more value bridging these functions. In a relationship business driven by meaningful personal interactions, it’s about knowing when and how to engage on a business level versus a technical or sales perspective.
Watch this video to learn how Rae enables this approach, his strategy for preventing “death by PowerPoint” and why you’ll never see a chair in a Datto trade show booth!