CHANNEL CHIEF
ME
SkyKick is 100% partner focused, which means it never sells directly to
end customers. KATHRYN SADUCAS, VP of Global Breadth Sales,
SkyKick, explains the benefits of being partner-only focused and how the
company ensures that partners flourish.
Describe your current job
role and the parts that are
somewhat challenging?
I am VP of Global Breadth Sales for a cloud
management company called SkyKick.
SkyKick is a global provider of cloud
automation and management software for
IT solution partners. We build SaaS software
that helps IT providers to migrate, backup
and manage their customers in the cloud.
In this role, I manage a global team of
sellers across the US, Australia and the
Netherlands. Before moving into this role, I
was brought on to build our EMEA business
– ultimately scaling from four employees to
50, in SkyKick’s Amsterdam office, during a
short period of high growth.
When you are a small global company, it
can be challenging to attract great talent in a
competitive market. Managing a global team
across three timezones can be somewhat
challenging at times, as well.
have free support when they need it – and in
their own language.
How do you ensure channel
partners flourish in a highly
competitive market?
Our partners often tell us they appreciate
how we engage with them and assist them
every step of the way. We focus on having
a consultative approach to selling and
look for ways to help our partners deliver
more value to their customers in the cloud.
Our products are developed to automate
regular tasks and help MSPs, in particular,
become more efficient and profitable when
using our products. Our support team
helps partners with pre-sales onboarding,
configuration, enablement, training, planning
and scoping projects. As such, we become
an extension of their teams. This partnership
and collaboration set us apart from other
vendors and allow our partners to flourish.
Kathryn Saducas, VP of Global Breadth
Sales, SkyKick
Can you explain how your company
works with channel partners?
SkyKick is 100% partner-focused, which
means we never sell directly to end
customers. This is quite a unique selling
proposition as many software companies
operate with a customer and through partner
sales model. The benefit of being partneronly
focused is our ability to build strong
relationships with SkyKick’s community of
partners and be their trusted and preferred
vendor. We have over 10,000 partners across
EMEA and engage with them in various ways;
through online platforms, our distributor
network and sales engagement. Our partner
success team is critical to ensuring partners
What are the latest trends you see
emerging across the channel?
The world has shifted in recent months, and
as such, partners’ and customers’ needs have
Our partners often tell
us they appreciate how
we engage with them
and assist them every
step of the way.
INTELLIGENT
INTELLIGENT TECH CHANNELS Issue 31
TECH CHANNELS
59