This post is from the XebiaLabs blog and has not been updated since the original publish date.
A Q&A with new General Manager John Dumalac
We recently announced the appointment of John Dumalac, our first General Manager for North America. John comes to us from Intel and Red Hat and will drive new channel and OEM relationships. His hire could not come soon enough, as XebiaLabs is going through some growth pains.
That’s the kind of ‘pain’ you want to have, that’s for sure. We sat down with the California resident to get the scoop on his future plans with the company.
1. What made you decide to join XebiaLabs?
"The market potential for the XebiaLabs team is incredible. Beyond having market-leading solutions offering a faster time to market with a clear differentiation, we’re backed by thought leaders and an extremely impressive engineering team. The team is passionate and focused on helping our customers and the market overall. Now we’re going to strategically grow the team and grow our portfolio offering while we scale through our partner network. Faster time to market is critical for all organizations to be competitive."
2. What are your thoughts about the market?
"Most organizations now realize that they need to be more nimble, and they have to move faster. That’s just part of thinking competitively. There are a lot of solutions offered but they only cover one aspect of continuous delivery; this is where XebiaLabs shines as we can help enterprise customers from start to finish. The DevOps space is very hot right now, and I feel that we’re in a high-growth market over the next few years."
3. How will your past experiences guide XebiaLabs to the next level?
"To build a fast-moving, nimble North American team is my key objective, and I've been very successful in doing that in the past by organizing teams to succeed. We need to grow through a systemic disciplined approach so we’re not just opportunistic, but scaling while reducing the cost of sales. This will involve growing new verticals, segmenting our sales team, and working closer with select channel partners and with our OEMs. We want to make sure that we develop our alliances across North America along with working directly with end customers."
4. What is your short term goal?
"For the short-term we're focused on growing our bookings with a laser focus on the channel, select VARs and OEMs and penetrating the midmarket. We play extremely well in the enterprise and now need to structure the team to focus on the midmarket and scale with partners while reducing the sales cycle."
5. What is your long-term goal?
"My long-term goal is to double North American bookings over the next year and expand the North American team into key metro markets. As we scale the team, we want to ensure that we're very visible and relevant in the market. We will build a solid footprint in each of the core metro markets across the U.S. and Canada. We want to continue to be at the forefront of all discussions around continuous delivery and to build a community around our XebiaLabs solutions. When anybody thinks about DevOps, we want them to think of XebiaLabs. To achieve this we need to grow our sales, delivery and technical teams and expand our partner network."
6. Any particular industry vertical you feel would benefit most from XebiaLabs solutions?
"The solution is not limited to any specific vertical but there are specific verticals which we need to focus on along with focused plans for Federal and State and Local. Right now much of our customer interest stems from the culture of the organization to move faster. Early-adopter organizations recognize that they need to be faster and more nimble than competitors. Anybody that's looking at automating the DevOps process is clearly a potential partner."
7. How do you like to spend your free time?
"My free time is generally spent with my family and attending their various sporting events. I’m also fortunate to live in the Bay Area with access to so many events in our industry. I try to get involved in all relevant events and will encourage all of our team to take advantage of the various user groups and meet-ups that are held in our respective local markets. We want to get XebiaLabs on the radar of all these professional networks. We want people to know what we're doing. To show them how we can bring great value and success to their organizations."