6 min
Our company recently held a webinar to discuss several important updates and changes happening within the organization. The session covered a range of topics, including updates to the sales and revenue teams, changes to the product team and roadmap, our channel partner program, and how they are addressing customers’ pricing concerns.
The webinar provided valuable insights into our company’s direction and the steps to better support customers and partners. This blog post will dive deeper into these key areas and highlight the benefits customers can expect to see as a result of these initiatives.
Changes to the Sales and Revenue Teams
A key focus of the webinar was the changes our company has made to our sales and revenue teams over the past few months. The leadership acknowledged that while the product has always been easy to adopt. However, the growing complexity of the platform’s features and capabilities requires more hands-on support for customers.
To address this, our company has bolstered our account management and sales engineering resources. The account management team now plays a more proactive role, scheduling regular check-ins with customers to ensure they fully leverage the platform’s functionality. This includes reviewing their specific use cases, exploring new features, and discussing our company’s product roadmap.
Additionally, the sales engineering team has expanded, providing customers with dedicated experts who can assist with onboarding, training, and ongoing support. Webinar attendees noted that this has made a significant difference, as customers now have access to knowledgeable resources to help them unlock the platform’s full potential.
Our company shared examples of customers who had been using the platform for years but were unaware of powerful features like custom scripting and VPN on-demand capabilities. By dedicating time to educating these long-standing customers, the account management and sales engineering teams have been able to drive even greater value and success.
Overall, our company’s investment in these customer-facing teams reflects our commitment to ensuring that all users, whether new or experienced, can maximize our platform’s benefits.
Updates to the Product Team and Roadmap
The webinar also addressed changes happening within our company’s product team and the plans to further develop the platform based on customer feedback and needs.
New VP of Product Management
The leadership acknowledged that while the founding team had worn many hats over the years, including product management responsibilities, the time had come to bring in dedicated product expertise. To that end, our company recently onboarded a new Vice President of Product Management based in the United States: Matthew Young.
This new hire is expected to bring a fresh perspective and strategic vision to guide the product roadmap. The development team is particularly excited about the opportunity to collaborate with the new VP and leverage their background to drive the platform’s evolution.
Plans to Further Develop the Product Based on Customer Needs
With the new product leadership in place, our company plans to place an even stronger emphasis on understanding and addressing the specific needs of its customer base. This will involve regular feedback sessions, both with the account management team and directly with customers. We’ll put out efforts to identify pain points, uncover new use cases, and prioritize future development efforts.
The goal is to ensure the platform continues to evolve in a way that provides maximum value and benefits for users. Our company aims to solidify its position as a trusted partner that helps its customers achieve greater success through customer-centric innovation.
The Domotz Channel Partner Program
The Domotz Channel Partner Program was introduced in November 2023 to enhance company’s relationship with our partners. The primary goal of this program is to provide a structured framework for partners to scale their businesses while leveraging the Domotz platform. This program aims to foster a deeper understanding of customer needs and to offer tailored solutions that meet these needs.
Feedback from Partners on the Benefits and Pricing Model
Partners have expressed significant satisfaction with the program, highlighting the benefits of increased visibility into customer needs and the ability to deliver more comprehensive solutions. The pricing model has been well-received, as it offers flexibility and cost savings.
For instance, partners have noted that the per-device pricing model allows them to monitor specific devices at a lower cost, which is beneficial for smaller sites or specific use cases like digital signage and billboards.
Examples of per-device model
JB shares an example of per-device model: He said that a lot of times we do have customers who are monitoring a single display with a network but it’s remote. Therefore, they have an agent/collector deployed there. In that situation monitoring a specific device – the display only or the display in the router – lowers their costs significantly. They are no longer thinking about this as a site and having to pay $35. They are paying per device and it’s practically a hundredth of what they were paying before. To sum up, this is something that offers a lot of capabilities, but you have to talk to our sales team and work with them on that.
Giancarlo provides another example: Think about a scenario where you have the Domotz agent in a network where there is a guest Wi-Fi. You want to monitor the Wi-Fi access point. However, you don’t want to be notified about all the other guest devices connected to that Wi-Fi access point. By leveraging this model you really bring into Domotz the switches, the firewalls, the routers, and the Wi-Fi access point. Domotz won’t look at the rest. We still scan the network and we still bring device awareness, but you don’t see them in the dashboard, or in the list of assets that you need to manage. So it’s basically a way to keep the assets inventory that you can create in Domotz as clear as possible.
To sum up, this per-device model allows you to focus on specific systems that you care about and nothing else.
JB and Giancarlo mentioned a very important thing for our distribution partners. Currently, the DCPP is not available for them, but we are working very hard to open it for them too.
Flexibility in Pricing Options, Including Per-Device Model
One of the key features of the channel partner program is the per-device model. This model allows partners to pay based on the number of devices they are monitoring rather than a flat rate per site. This flexibility is particularly beneficial for partners who need to monitor a small number of devices. It, as it can significantly reduce their costs. Additionally, the program includes a minimum commitment requirement. In this way the partners are committed to the program and can take full advantage of its benefits.
Addressing Pricing Concerns
Our company acknowledges that some long-term customers have experienced price increases over the years as the platform has evolved and additional features have been added. The leadership recognized that these price changes can be a concern for customers, especially smaller managed service providers (MSPs), who may find it difficult to justify the increases.
Explaining the Rationale Behind the Changes
Our management explained that the price increases are due to the ongoing development and maintenance required to keep the platform up-to-date and secure. Additionally, the impact of COVID-19 and related economic factors have contributed to the need for these adjustments.
However, the leadership emphasized that the goal is not simply to raise prices. The goal is to ensure the continued growth and success of the platform.
Highlighting the Value and Cost Savings of the Channel Partner Program
While the list price may have increased for some customers, our company stressed that partners who engage with the sales team can often secure pricing that is flat or even lower than before. This is due to the additional benefits and cost savings offered through the channel partner program. For example, increased device limits, larger networks, and the elimination of add-on fees for features like booster packs.
This webinar also discussed our company’s plans to further enhance the platform based on customer feedback. This includes focusing on developing new features and functionality that directly address the evolving needs of partners and their customers.
Staying Committed to Customer Success
From bolstering the sales and revenue teams to bringing on new product leadership, the focus is squarely on enhancing the customer experience and ensuring users can fully leverage the platform’s capabilities.
While acknowledging the need for price adjustments, our company reiterated its commitment to working closely with customers. We focus especially on long-standing partners to find solutions that balance the realities of doing business with the continued delivery of exceptional value.
We aim to solidify our position as a trusted technology partner that helps its users achieve their goals by prioritizing customer success.
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