Dynatrace: Sales Org & GTM Strategy
Former Director of Sales at Dynatrace
inpractise.com/articles/dynatrace-sales-org-and-gtm-strategy
Former Director of Sales at Dynatrace
Interview Transcript
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Moving on to the partner side. So Dynatrace mentions things about partners on their call. My takeaway from it is that they just want partners to bring them more leads. How do they actually make that happen?
But going back to your question, the regular partner community, the VAR community, which is really where most companies get a lot of their leverage. Dynatrace doesn't have a strong VAR channel, so I think you heard them mention it. You know, they really focused on the hyperscalers and the GSI, like Accenture, and those relationships are tenuous. You know, Accenture can be finicky. Right? Yes, I think they're doing some good stuff with Deloitte. Deloitte's a big end user of theirs, so they'll have some success. But they were behind with the hyperscalers. Like Datadog, in particular, had a much higher tier within the hyperscalers than Dynatrace did. So when Dynatrace talks about the progress they're making, they're closing a gap. They're not moving ahead of anyone.
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