Alejandro Musgrove, Senior Director of Partners and Alliances at Dynatrace for Latin America, explains how the company works with channel partners, and outlines its strategies to ensure that its partners stand out within a competitive market.
What does your position entail?
As the Senior Director of Partners and Alliances at Dynatrace for Latin America, my job is to ensure the success of the Dynatrace partner ecosystem through strategies of partner nurturing, business development, enablement and planning. To achieve this goal, I focus on building strong relationships with our partners, aiming in the growth and innovation within the Dynatrace partner community. Our mission is to connect industry experts, thought leaders and hands-on practitioners in order to establish a world-class partner network.
Can you explain how your company works with channel partners?
In order to deliver the best solutions in observability to our customers, we need a vast network of resources to meet all their needs. The Dynatrace partner ecosystem, together with our own resources, ensures that coverage. Having the granularity in services the market needs without partners is impossible.
Achieving the necessary level of detail and specialization in services demanded would not be possible without the collaboration and support of our partners. To showcase our distinctiveness and foster an environment of gains and growth for all involved, we offer the opportunity to build and grow services practice for our partner, as well as preferential access to world-class software and environments.
Dynatrace also provides full access to the world-class Dynatrace University platform to certify the partner’s engineers and practitioners. Besides that, we provide sales, engineering, marketing and technical support on every step of the partner’s journey with Dynatrace. Dynatrace and the world’s leading innovative technology organizations unite to develop integrations, best practices, and extended capabilities that help our customers and solution partners achieve faster time to market and enhanced value.
Dynatrace recently announced the launch of its Services Endorsement Program, which offers its partners access to new training and testing focused on unified observability and security, AIOps and DevSecOps, and advanced CloudOps. The initiative equips participants with knowledge and skills to architect, implement and manage Dynatrace solutions that support the complex cloud-native ecosystems upon which the world’s leading organizations rely to drive Digital Transformation at scale.
Partners who complete the program receives endorsement to offer Dynatrace services through a designation that validates their resources and demonstrates their ability to help customers accelerate cloud modernization and optimization more quickly and securely.
What is your management philosophy?
As a director, I embody a combination of coaching, execution, leading by example, strategic initiatives and maintaining accountability. Central to my responsibilities is the commitment to cultivating an environment where my team members can thrive and exceed expectations. I firmly believe in the power of continuous development, both personal and professional, and strive to create opportunities that encourage growth and innovation.
My approach is characterized by open and transparent communication, fostering trust and teamwork. Additionally, I stay attuned to market trends and best practices, ensuring that my team is equipped with the necessary tools and knowledge to tackle challenges and achieve outstanding results.
Do you work differently with channel partners in Latin America compared to other regions?
As a worldwide renowned company with many global and regional partners, Dynatrace relies on a consistent global partner program. We understand that some regional needs and cultures exist, and we consider them. By valuing and incorporating regional nuances, we aim to foster stronger relationships and better cater to the specific requirements of each market. However, we strive for consistency in our approach, so our partners have a clear and standardized playbook. Our commitment to providing a consistent framework while remaining adaptable underscores our dedication to supporting our partners in achieving mutual success on a global scale.
How do your partners deliver Dynatrace solutions to end-users?
In order to deliver end-to-end observability with AIOps and application security in one unified platform, is necessary to know the customer’s business. Our partners deliver our solutions with their services and consulting practices and leverage their strong presence with their customers. Knowing their customers’ business models and operations is key to our partner’s success. Their expertise and resources are essential for providing the comprehensive and tailored solutions that our customers require. We unite forces to develop integrations, best practices and extended capabilities that help our customers and solution partners enhance their value.
How do you ensure channel partners flourish in a highly competitive market?
To ensure that our partners stand out within such a competitive market, we follow a strategy of three rules: Having a top partner program that recognizes partners developing new opportunities; supporting our partner ecosystem through strong enablement and marketing resources, including extensive marketing programs and campaigns for extremely effective demand generation; and delivering a world-class solution to help their customers.
What are the latest trends you see emerging across the channel?
From a market point of view, I see migration to the cloud and multiple tools consolidation as major trends. From the partner ecosystem, the prediction is set at strong investment in consulting practices and reaching all major players in the customers additionally to the IT areas. Adopting a holistic view of the needs of customers will definitely be a key point for growth and for achieving goals positively.
Which regions do you see offering the most opportunities for your company?
We see Brazil as a great opportunity, as you can imagine. But the good news is that we see huge growth in several other countries. For this reason, is so important to work with partners, so we can maximize our reach globally.
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