Jeff EpsteinCo-CEO, Apex Technology
Acquisition Corporation
Yes, and, as you pointed out, you can vote today. In fact, you should vote today. Just get it done, get that
off your to-do list, because once its done the deals close to closing.
John JannaroneEditor-in-Chief, IPO Edge
Great, someone
asked about any relationship, you have with Snowflake. Is that something we can talk about TJ?
Dr. TJ JiangCEO, AvePoint,
Inc.
No, today we dont. Theyre a database play, so we are very much focused on unstructured data management. So its
really, you think about documents, think about collaboration, Snowflake is very much of a database play.
John JannaroneEditor-in-Chief, IPO Edge
Can we talk about
how you win new business? Again, I think that this is something that Jeff has probably spent time on many, many times over the years. I mean, how do you reach out, is some of it through referrals? Or how do you find new clients, TJ?
Dr. TJ JiangCEO, AvePoint, Inc.
So its actually very straightforward now, because we know who are all the. Microsoft cloud customers. So we have our marketing
campaigns, we have our what we call BDRs, business development reps. So these are cold calling teams around the world that would then reach out via LinkedIn, or we actually see these folks at trade shows. Microsoft had these major tech trade shows
around the world. Partner conferences, go through partners. So basically reach out to those sets of companies and customers to actually educate them. Oftentimes, they also come to us. Microsoft does a fair amount of referrals along with partners to
say, Hey, Mr. Customer, you actually have these data sprawl issues, external sharing issues, records management issues in cloud, and this is a perfect partner for you. In fact, were actually
top-five Google Cloud partner for Microsoft. In the same category as Adobe and DocuSign, because we consume so much Azure. So were a smaller than Adobe and DocuSign that just means asymmetrically we are
very, very important to Microsoft. Our software help companies to use Microsoft cloud more effectively, quickly, at same time as actually yield tremendous ROI, return on investment, on their Microsoft investment. So this is where we go to market to,
one is educate, and then they come to us. And then of course, with SaaS, you can do free trials and you go to the races and use and then do vetting with the security side. On the SMB side, the marketing motion is through the major distribution
partners, so that would be Ingram Micro, Tech Data, Cenex, in Japan Softbank, in Asia RIPE. So those we actually do a direct integration into digital marketplaces. And MSPs, these managed service providers, can just procure through that. The go-to market there is to do campaigns, digital advertising, as well as a lot of online seminars to educate small business owners, the importance around data security, governance. Obviously with ransomware attack
every other week, and White House recommendations even say, Hey, the best way to recover it from ransomware is great third party backup and recovery solution in segregated, you know disintermediated data stores. You dont want to back up
on the