Petros Mkheyan

• 3 to 5x — ARR Growth
• 100+ — Customers Migrated to Cloud

Customers did not have a streamlined and reliable way of moving terabytes of archived data from their on-premises archive to the cloud archive. Customers used multi-step processes that included purchasing additional hard drives, creating risks, and lengthening the project completion timeline.

We needed to ensure that we solved all the pain points for our migration customers. Moreover, we decided to use a new tool to simplify and accelerate the migration process, while ensuring the reduction of existing risks and not introducing any new ones. We developed a new migration tool and pushed it through rigorous internal testing before introducing it to the pilot customers. Through these approaches and processes, we created a simple and reliable migration tool within a short timeframe for our customers, most of whom operate in regulated industries.

The new migration tool accelerated the move to the cloud multiple times. Cloud archive provided a faster and easier-to-maintain environment for customers. This combination drove increased customer satisfaction and improved retention.

Companies in certain industries and countries are legally required to retain the electronic communications of their employees and make them available for eDiscovery if needed. Email has been the primary method of communication for a long time, and the industry has been built around capturing and retaining emails. The emerging variety of communication tools created the need for capturing them, too.

Due to the accelerated increase in collaboration platforms, it is necessary to implement solutions that can capture information from all these new platforms to ensure the companies using these platforms are compliant. I have led the accelerated research and prioritization efforts of multiple new sources and delivered clear requirements to the engineering and quality assurance teams to implement the solution. We have implemented reliable connectors to capture the relevant data from these sources, and continuously improved the performance and the number of data points captured from each source.

Customers gained the ability to capture the data from the collaboration tools they were using and stayed compliant. Non-compliance could result in heavy fines or forced termination of usage of those tools, impacting customers’ day-to-day operations.

Our partners did not have a unified live platform where they could track the usage of their respective customers, and they often relied on monthly file-based data snapshots to track the usage and send the bills accordingly. Also, due to this, they had a limited ability to better help the customers maintain a clean and compliant environment.

There was a need to rapidly improve the pilot version of the portal, so I worked with multiple internal stakeholders and ensured a simple and reliable near-real-time information delivery through the portal, and drove the onboarding of a few additional partners. Subsequently, I worked with these partners, gathered their feedback, and defined additional requirements for the next iteration of the portal, ensuring continuous improvement.

Partners had a better visibility of multiple statistical data points about their customers, which improved partner and customer satisfaction and increased partner efficiency.