Integration platform vendor MuleSoft has reaped the benefits of being part of software giant Salesforce, with its deal sizes increasing for both the company and its partners.
Speaking to CRN, MuleSoft APAC regional vice president for channels and alliances Jim Fisher said the company and channel partners have started to win more large transformation projects, giving them a bigger reputation in the market.
“We’re seeing that it’s not just about doing those simple connectivity projects, but our channel partners are actually becoming very trusted advisors to their customers and helping those customers have a digital transformation,” Fisher said.
Salesforce acquired the integration software vendor in May 2018 for US$6.5 billion as it sought to diversify.
Fisher also credits the acquisition for MuleSoft's rapid growth in Asia-Pacific, from having 90 staff in 2017 (with one person in ANZ) to around 250 today. He adds Mulesoft wants to double that figure this year as well.
“The business is growing rapidly and we’ve invested a lot more in our resources,” Fisher said.
“Salesforce has helped a lot too, helping us get higher-level customers that we may have struggled to get before.”
Fisher adds that Mulesoft also has a major opportunity with Salesforce, with the company only having 11 percent of the large enterprise customers as theirs.
“There’s an immediate opportunity for us to leverage those relationships, which is another fantastic opportunity,” he said.
MuleSoft is also looking to embrace channel partners with specialisations in certain vertical markets.
“As a very channel-centric business, we’re very reliant on the partners to bring in customers and help put forward opportunities,” Fisher said.
“Now even though integration is not a vertical-specific technology, the opportunities are provided to our partners to be specialists whether in government, retail, transportation and healthcare.”
“So I think there’s a great opportunity for partners to partner with [MuleSoft] when they bring a vertical expertise to market because the challenges in each vertical are radically different.”
Fisher said recent events like the banking Royal Commission and the ongoing digitisation of the healthcare sector proves that there is a lot of disruption happening in just about every market.
“Customers need to be a lot more responsive, and we think that is basically what is driving growth and opportunity that we’re seeing.”
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