Channelyze
Dtonomy: Case Study
Abstract
Dtonomy were working direct in the USA but had a channel outside of States in markets where they don’t speak the language. Channelyze was introduced to Dtonomy by one of the distributors that they work with who also work with Channelyze.Peter Luo is the CEO of Dtonomy and spoke to us about the success they have achieved with Channelyze. The key points of that conversation are summarised below:
About Dtonomy
DTonomy’s AI-assisted incident Response platform (AIR) orchestrates hundreds of internal and external data sources and tools into a single platform, and leverages automation and artificial intelligence to enable analysts to triage all alarms and threats, not just the highest rated or most critical, without additional investment in resource.Challenges faced by Dtonomy
Dtonomy were selling direct in the USA and wanted to expand outside of the States and into other regions. They were already working with distributors in other regions but found it difficult to maintain communication surrounding leads and activities within the region due to differences in language. Their reach was increasing and this was starting to affect Their ability to manage that reach due to them not having any tools in place to monitor the state of the channel.
The introduction of Channelyze
One of Dtonomy’s distributors in Latin America was already using Channelyze and suggested that they should look at the solution as it would help them to manage their reach and give them a full picture on channel progress within the region. The distributor had been using Channelyze with other vendors so they were more than happy to look.
How Channelyze helped overcome problems
[Peter]: We now have full communication with our distributor and reseller from within Channelyze and can instantly see the progress on leads as well as the full picture of the channel in general. It’s taken us away from manually managing the channel and freed up a lot of time that were being used on manual processes.
Unique Channelyze features important to Dtonomy
[Peter]: The chat function across leads, deals and renewals is a great function that allows us to get updates on leads in real time all in one place. We also really like the fact that we no longer need to provide quotes to our distributors and resellers as it is all self-service with the auto quote function.
Channelyze value proposition for Dtonomy
[Peter]: For the functionality that Channelyze provides, it removes the need to employ someone dedicated to managing the distributors and resellers as it’s fully automated so even with the licence being affordable as it is, it even saves us money on salaries too!
Dtonomy's partner program
[Peter]: Our channel is made up of distributors in regions outside of the US but we also work with partners in the States. We are always on the lookout for new partnership opportunities in the States and further afield with partners that can fit our solutions into their portfolio.
Channelyze is built to suit vendors of all sizes. From vendors just moving into channel sales to the large vendors already working with multiple routes to market.
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