Cameyo’s appointment of End User Computing vet Rowland to the net-new channel position is another step in their expanded channel strategy, following the introduction of their first partner program last fall.
Last September, Cameyo, which makes a cloud-native Digital Workspace platform, launched their first channel program. Today, they are ramping up their channel efforts further with the announcement that Brad Rowland, who had been on the company’s board since last July, has joined them full time as VP of Channel & Strategic Partnerships.
Rowland’s background is in End User Computing. For five years, he was Chief Marketing Officer at FSLogix, an app provisioning platform that reduced costs and time in virtualization, and which was acquired by Microsoft in late 2018. He stayed at Microsoft as VP, FSLogix Marketing, for a little over a year. Before that he worked at Symantec, Appstream, which was acquired by Symantec, and Wyse.
Rowland’s position is a newly created one, which indicates the priority now being given to growing the business of Cameyo’s existing channel partners, and to establish new strategic partnerships, principally with distributors, as well as the big hyperscalers, AWS, Microsoft Azure and Google.
“We saw growth patterns in 2020 which were unique because of COVID,” Rowland said. “80% of the endpoints in the market didn’t use Citrix or VMware or the full desktop solutions. The channel helped people transition to work from home immediately, most of whom had never prepared to Work From Home at scale. Confronted with this need to meet demand from customers switching to Work From Home, partners who hadn’t focused heavily on those desktop solutions needed to put a solution in their stack. Now IT teams are looking for a more permanent solution.”
Cameyo’s solution provides a secure application delivery layer for any Digital Workspace, by any Windows or web app to any device, from the browser.
“The market needs a solution like that,” Rowland stated. “The larger partners in the Citrix channel space serve the same large accounts, and it’s a small fraction of the market. Even larger partners want a simpler approach than traditional Citrix or traditional VPN, which can deliver more effective ROI. That’s the shift we are trying to bring into the space.”
It has the potential to reach a far broader customer base than traditional EUC solutions, Rowland stressed.
“This is part of the new model to start serving the next billion seats, including organizations using non-traditional devices like Chromebooks,” he said. “These will mainly be smaller companies, and it will be the resellers and MSPs who reach them.”
Cameyo’s recent partner program, which Rowland helped to design from his board position, is not aimed at signing up large numbers of these partners, but working with a more select group and ensuring that they are successful.
“That was our strategy when we launched the program with 12 partners back in September, and it’s definitely still the strategy not to fling open the doors,” said Robb Henshaw, Cameyo’s co-founder and CMO. “We want to focus our efforts on accelerating the success of our existing channel and making them as successful as possible. That doesn’t mean we won’t sign up new partners, especially in specific markets, but Brad’s knowledge of this space and our existing partners will let us take the processes we have seen success with and scale them out. It’s still about scaling the success of our existing partners.”
Distributors are a key element of the strategic partnerships. D&H was the first partner that Cameyo officially announced when they launched the program. Now the distributors that they are talking with include Datacom in Australia.
“Just that one partner would be an enormous opportunity for the company,” Rowland said.