DIGITAL EMPLOYEE EXPERIENCE technologyreseller.co.uk 33 DISCOVER YOUR NEXT KEY PLAYER WITH HENLEY EXECUTIVE MSP and Channel Recruitment Executive Search and Selection SPEAK TO US TODAY TO SEE HOW WE CAN HELP WITH: - RECRUITMENT PLANNING - CANDIDATE SOURCING - EXECUTIVE SEARCH & SELECTION www.henleyexecutive.co.uk [email protected] 0333 567 4888 Future developments In the meantime, Ayres says that ControlUP will continue to strengthen its DEX platform with new capabilities. “Our North star, as we get a really strong footing in the virtual cloud PC world that we come from and the physical world, is to akeep adding new capabilities to the platform as we go. “I see adding security as the next logical step, given the amazing amount of data we have on applications and devices that we can provide back to an organisation. One of the real gifts of the development team is knowing how to visualise an insane amount of data in real time. In this case, that could be compliance data around the state of the hardware and the applications. That’s job number one in terms of getting security right: what versions are you on? And are they in compliance? I think we can be a really good partner in the security space. “Then, as the world continues to move to a more web-delivered, browser-delivered model, we're looking to add technology that will really illuminate web-delivered applications and the analytics that you need to ensure the web experience also is optimised. We're going to see more companies where 85% of what they do is through the browser. So we're investing a lot there. “Really, it's all about being the leading DEX platform. That's the starting point and then we just bring in additional components. In that sense, ControlUP is a classic platform play. With the balance sheet we have, the war chest we have and the way the company is set up to add value to our customers, everything just snowballs from there.” www.controlup.com incredibly quick. And that's also interesting for a reseller. After doing discovery to identify the pain points in a customer’s employee experience, you can put our agent on a few 100 devices and suddenly they see the root cause. Speaking as somebody who spent 20 years as a reseller, this is the type of product you look for: it’s a very fast sales cycle, it’s highly differentiated, it has a juicy roadmap and it has a big addressable market.” Greater channel reach is just one element of Ayres’ go-to-market strategy. He will also be exploring opportunities to build alliances with hardware vendors, for example to enable the ControlUp agent to be embedded within computers before they leave the factory, and with software vendors like ServiceNow that might want to integrate ControlUp so that the insights it generates are available from within their application. In addition, one of his first actions as CEO was to strengthen ControlUp’s enterprise sales capabilities by hiring Tom Holland, who in his 18 years at Citrix built the company’s enterprise selling motion, as the company’s first CRO, with responsibility for building sales teams and channel programmes. Tom Holland
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