We’ve covered the cloud integration space before. Dell Boomi is Dell’s cloud integration arm with over 150 Fortune 500 customers.
Sramana Mitra: Let’s being by introducing our audience to Dell Boomi as well as yourself.
Chris McNabb: I’m the CEO for a company called Dell Boomi. It’s a wholly-owned subsidiary of Dell. We provide the world’s leading integration Platform-as-a-Service. That is to say that we provide organizations of all sizes with solutions to enterprise integration and enterprise integration problems, all offered up as a service from our cloud.
We’re able to dramatically address and speed up people who are trying to, for instance, buy a cloud SaaS product and want to connect that back to the enterprise. If they want to connect one of their on-premise systems to another one and they want to do it much faster, our product is six times faster than the average legacy integration product. We help people modernize their business when it comes to integration. We are the world’s leader in that space according to several analysts.
Sramana Mitra: Let’s talk about what kinds of customers are you dealing with? Are we talking about enterprise customers – enterprise IT using you for integration?
Chris McNabb: There are two ways to look at that question. We, certainly, have large enterprise customers throughout the world. About 170 or so of the Fortune 500 use our product in some way, shape, or form. We also serve and go downmarket. We have mid-market offerings. We provide scalable solutions for people in that market who are going cloud-first and doing interesting things in their business.
Being a cloud service, we go downmarket very easily. Obviously, with Dell Technologies being a $75 billion company with around 170,00 employees, leveraging Boomi is a big piece of what they do as well. Finally with our partners and some of our channels worldwide, we are able to get into even more of an SMB play. They take our technology, tweak it, come up with standard ways to do it, and implement integration scenarios and patterns for their customers, leveraging our technology to get that done quickly and easily.
The other way I look at it is we do sell to IT buyers. We do sell to enterprise integration platform. That means we can do real-time integration, batch integration, and integration with your supply chain or partner ecosystem. We can leverage and load data analytics and Big Data kinds of solutions. We do lots of different things. In them, we do target IT as a principal buyer of our technology.
In many companies today, non-IT buyers are becoming a very significant source of opportunities for people in the business like us, in that they have a large IT spend. The Chief Marketing Officer can readily go out and say, “I’m going to create a marketing automation system for my business that collects data on all of my customers. I’m going to leverage that and I’m going to personalize my marketing message back to them.” We also sell to buyers like that. That’s departmental in nature.