Partner Speak: The Future of Channel Strategy and Outsourcing Service Provider Partnerships

David: Hi there. I'm David Wilson. I'm Senior Vice President of the Infosys Global Partner Ecosystem. I'm having my pleasure today to be here with Matt DeTroia, who's the senior Vice President of Alliance Channel Revenue for Salesforce.

Welcome, Matt.

Matt: Thank you very much for having me on the snowy day here in New York City at One World Trade.

David: So Matt, maybe give us some background on your role and the strategy that's evolving at Salesforce around the channel.

Matt: Yeah, first, let me start by saying a big thank you to the Infosys organization.

A fantastic partner in the ecosystem continue to help us drive growth, success, and innovation in the market. And we're really looking forward to the road ahead. As you had mentioned, I run our partner channel and alliances organization in America, as well as through our channel revenue organization globally.

So what that means is I own our reseller network. I also own our outsource service provider channel, which I think we'll talk a little bit more about today. Absolutely. As well as our traditional SI program, from a North America standpoint, I've been at Salesforce just over nine years.

Eight of those years was in the enterprise sales organization. And I think that that's sort of telling into my new role is we're really looking at our partner ecosystem to be a revenue driver and a growth engine for us.

So gone are the days where we're just looking for quality implementations, we need those as well, but we also are looking for partners to help in city gate and drive the consideration of Salesforce in net new ways with our joint clients.

So, really excited to be here today and on the topic of OSP specifically.

OSP stands for outsource service provider, and we really worked with IDC over the last two years to come up with this go-to-market model because we don't just want to do a BPO model.

We also don't just want to do an AMS or an application managed service model as well. We want to run the gamit of cloud managed services and BPO, ITo, AMS hosted applications.

All these falls within the realm of OSP. So, we've really kind of taken what was our previous BPO model, and we've expanded it because we know our clients are looking for more than just butts in seats from the ecosystem.

They're really looking for transformational outcomes. And that comes in a wide variety of forms in terms of the ways we go to market. So OSP is Outsource Service Provider.

What we're really looking for is Infosys to design, implement, and run and manage Salesforce technology on behalf of our clients, not just for the purpose of running the technology, but for really driving the outcomes.

And what I would say is it's become clear to us while we have 13, Gartner leading clouds from a magic quadrant perspective, a lot of the transformation that our customers are looking for, it requires more than just Salesforce.

It's people, process and technology. And it's not just the Salesforce customer 360 that they're looking for. In many cases, they're looking for other suppliers to play a role in the broader ecosystem of technology that's going to support their transformation.

And that's where, an organization like Infosys has a massive opportunity because of the adjacent practices that you have around Salesforce and the way that you can come to market with a kind of a turnkey solution.

That includes Salesforce but is not exclusive to Salesforce. And while that might pain me to say that not everything can be Salesforce, the truth is we know that real transformational outcomes are coming through ecosystems.

And I think that you guys are at the center of bringing ecosystems together to bring that customer success.