COMBINING TECHNOLOGY WITH CUSTOMER-CENTRICITY
COMBINING TECHNOLOGY WITH CUSTOMER-CENTRICITY
Andrew Martin , Egnyte ’ s Managing Director , UK , discusses how the company is assisting PIB Group in its digital transformation journey .
Recognising the value of cutting-edge technology combined with a strong , customercentric work ethic , Egnyte is an intelligent content platform to access , share , and manage content no matter where the work happens . Specifically , working with one of its key clients , PIB Group , Egynte has been helping it define a vital data management strategy to maintain its high-quality services in a shifting insurance landscape . “ For enterprises these days , the focus isn ’ t just on digital transformation ,” explains Andrew Martin , Managing Director , UK . “ Really it ’ s about data transformation and helping our customers formulate a strategy regarding their structured and unstructured data .”
Fascinated by both technology and sport at a young age , Martin says that he has been able to incorporate his leadership and team management skills from the latter to drive his coordination of Egynte ’ s EMEA-focused operations . Priding himself on an ability to see problems from the customer ’ s point of view , Martin explains that the philosophy of the company ’ s founders - Vineet Jain ( Chief Executive Officer ) and Rajesh Ram ( Chief Experience Officer ) - drew him in and inspired him to join . “ Fundamentally , they ’ re two guys who found a problem that they couldn ’ t solve at their previous organisations and decided to create a company to address it .” Claiming that , in a direct comparison with its competitors , Egynte ’ s cloud-first usually emerges victorious , it is Martin ’ s opinion that the time is right for further market expansion .
With over 16,000 customers accrued since it was founded in 2007 , the company has a solid grasp on its core capabilities and is now assessing the market carefully to anticipate the needs of tomorrow ’ s clients . “ The business started with moving document file servers to the cloud without negatively impacting the user experience or speed
Andrew Martin & Darrell Cook @ EGNYTE
degradation . However , with a client like PIB Group , we have to manage millions of files across thousands of employees while they ’ re also trying to onboard multiple new acquisitions every year .” To give a more accurate impression of the scale of the onboarding : PIB Group has brought over 40 businesses under its umbrella in less than five years .
Regarding the COVID-19 pandemic , one of the most difficult logistical challenges of modern business , Martin proudly states that Egnyte ’ s strong relationship with PIB Group has seen the latter through its implementation of remote working processes . “ Paul Johnson ( COO and CIO at PIB Group ) has said that , through PIB Group ’ s usage of our technology , the company has had no challenges making content and data available to all their employees wherever they want to work .” What was once a static and relatively limited vendor relationship has developed over the years to become a fully-fledged partnership , one underpinned by mutual recognition of the value of customer-centricity . “ Darrell Cook ( Customer Success Manager ) runs our relationship with PIB Group , not my sales team ,” Martin emphasises . Cook himself adds : “ That dynamic allows us to really understand its business , goals and problems , therefore making it easier to find solutions . That ’ s something that I think Egnyte does very well : we listen to the customer and find out what they want to see in the future .”