Meet the Channel: Nathan Perdue, GuardiCore
This week on Meet the Channel, we get to know GuardiCore's VP of Sales, Nathan Perdue.
![Meet the Channel: Nathan Perdue, GuardiCore Meet the Channel: Nathan Perdue, GuardiCore](https://eu-images.contentstack.com/v3/assets/blt10e444bce2d36aa8/blt395a8e120af83967/652464d524235e210b2d1d9d/Handshake_Abstract_Thinkstock_7_0.jpg?width=700&auto=webp&quality=80&disable=upscale)
Nathan has a long track record in tech sales, in both early and late stage VC-backed/start-up and Fortune 10 storage hardware and software companies. He's built and led sales teams that target both end-users and work through the channel. As VP of Sales for GuardiCore, he's responsible for setting the channel strategy that guides the company's program.
Nathan came to GuardiCore from Tegile Systems, where he served as Director of Sales. He's also worked in sales with Cisco and VCE, and led three startups to acquisition.
Roughly how many channel partners do you currently have?
We have 10 US partners and 20 additional partners around the globe.
How old is your channel partner program?
GuardiCore’s Centra Security platform became commercially available in October of 2015. Our partner program is approximately seven months old.
What percentage of your revenue is driven through the channel?
Our revenue is 100 percent channel-driven.
I am most excited when we engage with channel partners who are willing to share their customers’ perspectives. The more we know about what customer challenges are, the more we are able to drive valuable innovations that address their requirements, putting our solution and our partner in an ideal position to tackle those issues. Our partners understand their clients better than anyone, and when we engage with a team that is willing to bring us in as a collaborator, it’s a win-win for all.
As we address the challenges of securing the modern data center, we need partners who want to team with us on a long term strategy. The problems we solve are complex and dynamic in nature and demand partners that are committed from the top down to protecting enterprise data beyond the next deal. The technologies will continue to evolve, and the best partners are committed to providing their customers answers for the long road ahead. It’s frustrating when channel companies don’t realize it’s about the journey, not the destination.
The responsibility on us as vendors is to be as simple and easy to work with as possible for our partners. My hope is that we can continue to implement refinements for rapid and smooth on-boarding, fast product turnaround and full technical support.
The channel chief will play an increasingly strategic role in building partner relationships that deliver differentiated offerings. By engaging with partners at a higher level, we can team up advanced technologies with customer expertise to build practical, robust solutions fit for detection, remediation, mitigation, compliance or migrating workloads.
Our top-tier engineering support is among the best in the business. Our team is made up of the highest caliber engineers whose deep technological know-how gives customers and partners comfort and confidence in tackling any data center security issue.
Today’s channel partners are often customers’ most trusted advisors. My advice is to maintain that trust by being the best, most well-informed technologist and business strategist, for you, your business and your customers.
It takes genuine partnership to drive value to the end customer, and when dealing with information security the success of these partnerships is critical for preserving customer assets and defending against costly breaches. Partner and vendor alike have a vested interest in working together to solve these problems effectively and protecting customer interests.
“Unless you're pushing yourself, you're not living to the fullest. You can't be afraid to fail, but unless you fail, you haven't pushed hard enough."
This is a quote from Dean Karnazes, famous ultra-marathon runner and author. It reminds me of the commitment and drive that it takes to achieve success.
“Unless you're pushing yourself, you're not living to the fullest. You can't be afraid to fail, but unless you fail, you haven't pushed hard enough."
This is a quote from Dean Karnazes, famous ultra-marathon runner and author. It reminds me of the commitment and drive that it takes to achieve success.
What is Meet the Channel?
Meet the Channel shines the spotlight on key partners, vendors and distributors and offers an opportunity to learn a little bit about the person's real thoughts on the state of the channel. Click on each photo to learn more about the channel chief you’re viewing.
Want to be included in an upcoming Meet the Channel? Send an email to The VAR Guy Editor-in-Chief Kris Blackmon at [email protected] for more information.
About the Author(s)
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