Member Article

M-Files prepares to launch unified go-to-market partner program under guidance of new UK senior leadership team

M-Files Corporation, the intelligent information management company, has announced a number of significant promotions and appointments within its UK business. Not only will this help to manage the growing sales team and support local strategic initiatives, it will also support a brand-new, unified go-to-market partner program that is being piloted in the UK.

Julian Cook, former Director of UK Business has been promoted to Vice President of Global Direct Sales, taking on global responsibility for the direct sales teams and working closely with the existing Vice President of Channel Sales, Scott Erickson. Tim Waterton, previously UK and Ireland Channel Manager, has stepped into the role of Director of UK Business, with overall responsibility for the UK sales and marketing operation. In addition, Jason Arundel has been promoted to Director of UK Sales, responsible for managing the UK direct sales team.

Additionally, M-Files has appointed Mark Eost to the role of Partner Manager UK & Ireland. Mark will be responsible for ensuring the ongoing success of the M-Files channel, in addition to forging relationships with a range of new partners. Mark brings with him over 15 years’ experience in the capture and document management sector and most recently worked for Canon UK; heading up the Professional Services Team for their Information Management Solutions.

This appointment as well as the internal promotions within the UK’s senior leadership team, reflect the company’s continued drive to reinforce its position as one of the most innovative, fast growing providers of information management solutions.

Last year, the company grew revenue in the UK by 78 per cent year-on-year, supported by strong performances from both direct sales and channel partners. This was further buoyed by a major product launch - M-Files 2018 – that broadened the reach of the M-Files solution to effectively manage information stored in many other locations or repositories .

Key to the M-Files 2018 growth plan is the enhanced partner program, which now offers a broader range of partnership options. This will enable M-Files to deliver a richer and more targeted service to its own customers by leveraging the vertical market expertise of its partners. Equally importantly, partners will also benefit from access to extensive M-Files assistance from the point of initial customer engagement through to delivery.

Waterton discusses this in more detail: “The M-Files UK business continues to go from strength to strength but the information management sector is competitive, and we have no intention of sitting back right now. We must continue to make the right moves to reinforce our position.

“These recent promotions and hires in the UK are a testament to this success. The new leadership team is lined up to deliver the next level of growth; which we see coming from an extended M-Files channel. This extended channel will comprise organisations who prefer to work with M-Files on a referral or co-sell basis and will complement our existing VAR network. In fact for some partners we see the referral program as an on-ramp to our VAR program so it should result in growth all round.

“This will allow us to work with partners who may not yet be in a position to invest the time and resources required to be successful as an M-Files reseller; yet see huge potential in offering M-Files to their customers. Furthermore, a whole host of technology partners who currently deliver their own vertical market specific solutions can now partner with M-Files to deliver content management alongside their existing propositions.”

Waterton continues: “This extended channel approach is all about reach and relevance - making M-Files accessible to as many customers as possible while leveraging the relationships and speciality that comes from a broad and rich partner network. It’s all about making sure the customer benefits from the right blend of partner expertise and M-Files expertise; and we are convinced that this is the formula for customer success at scale.”

Waterton concludes: “We’re piloting this extended channel program in the UK and expect to make some significant announcements about this within the next few months – we’re very excited about the potential of this model, not just for the UK but for the wider company too.”

This was posted in Bdaily's Members' News section by M-Files .