Backblaze CEO on GTM Strategy & AI Demand in Media & Entertainment Data
Backblaze, a cloud storage provider, has been experiencing record revenue growth as hyperscale and AI customers increasingly rely on its services to manage large datasets, especially in AI and media & entertainment (M&E). Backblaze CEO Gleb Budman shared insights on the company’s go-to-market (GTM) transformation, key revenue drivers, and how partnerships are accelerating its enterprise reach.
Revamping Go-to-Market with Partner-Focused Teams
About a year ago, Backblaze appointed Jason Wakeam as Chief Revenue Officer (CRO) to lead a transformation in sales and partnerships. Wakeam has expanded the team, adding leaders in sales, partnerships, sales enablement, and customer success, along with more account executives.
Budman highlighted that Wakeam’s focus has been on upskilling the team to improve customer discovery, enhance partner support, and better qualify customers to ensure alignment. The marketing approach was also overhauled, with VP of Marketing Patrick Thomas concentrating efforts on resource efficiency and sharper messaging.
Backblaze is increasingly moving upmarket, emphasizing channel success by providing partners with strong product offerings, co-marketing opportunities, and lead generation support. This approach helps partners better serve their customers while expanding Backblaze’s footprint.
Addressing AI and Media & Entertainment Needs
AI customers prioritize fast access to data stored on Backblaze, especially when moving data to GPU clouds for processing. To meet this demand, Backblaze introduced B2 Overdrive, a product designed to speed up data retrieval and transfer.
Budman emphasized that Backblaze’s goal extends beyond storage; the company aims to help customers protect and effectively use their data in AI workflows and M&E environments.
Partnerships Driving Enterprise Growth
Partners are essential in delivering comprehensive solutions to customers. For AI workloads, this means combining Backblaze’s storage with fast data transfer capabilities and GPU providers. Backblaze actively partners with GPU companies to offer integrated solutions.
Looking ahead, Backblaze plans to deepen collaboration with technology partners across backup, media workflow, and cloud sectors. Channel partners remain critical, often assembling and delivering these solutions on behalf of customers.
Preparing for Continued Growth
New product releases will be a key growth driver. The Anomaly Alerts product, currently in private preview, will help customers identify data issues early and is expected to launch widely later this year.
Backblaze’s enterprise web console simplifies management of B2 Cloud Storage for larger organizations and managed service providers (MSPs). Early feedback from customers during the private preview phase was very positive, highlighting ease of use and improved control with role-based access.
Budman pointed out how AI has transformed Backblaze’s customer base. A year ago, none of their top 10 customers were AI companies. Today, three are, with a 70% increase in AI customers overall and a 40x surge in the data they store.
Backblaze’s growing AI-driven demand is also benefiting its channel partners, creating new opportunities across the ecosystem. The recent introduction of B2 Overdrive enhances data throughput performance, supporting these expanding workloads.
For executives and strategists focused on growth in AI and media data management, Backblaze’s approach underscores the importance of aligning GTM efforts, product innovation, and partnerships to meet evolving enterprise needs.
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