Druva moves to MSP model with first signings

Druva has officially signed its first handful of MSPs following the launch of a dedicated partner programme in November.

UK channel partners LAN2LAN and Oriium have signed up to the backup and recovery vendor’s PartnerSync MSP programme, joining Netherlands-based AnylinQ, Belgian BinaryCloud and Gabsten Technologies in South Africa.

“We had a typical two tier distribution model in place, but we found our customers were asking to procure Druva inSync based on an MSP model, and we were getting MSPs coming to us and asking to take the solution on an MSP basis,” explains Rick Powles, vice president EMEA at Druva. “When we looked at who we’d like to work with, we identified a number of organisations.”

Powles says the firm found that partners had existing data backup and recovery offerings for the datacentre, but lacked solutions for securing devices and cloud applications. As such, the new partners will now be able to offer full data backup and governance services – with the option of using Amazon Web Services and Microsoft Azure public cloud – to secure their customers’ mobile and distributed data, including data hosted in cloud services such as Office 365.

“What the MSPs saw was it was a net new revenue stream for them and takes them into a place where they have to go,” says Powles.

LAN2LAN’s new LAN2LAN Assist service includes converged data protection products based on Druva inSync. Gary Duke, sales director and founder at the firm, says he was “extremely pleased to see how Druva is listening to our feedback around how to develop new capabilities as well. This ability to collaborate with Druva supports us in scaling up our business based on providing converged data protection solutions to our customers.”

Leeds-based Oriium says it is expanding its range of cloud-based DR services through working with Druva. Explains Chris Kiaie, Oriium managing director: “Our alliance with Druva will enable us to deliver our go-to MSP platform, Cloud Dynamix - CX:inSync, to our large network of UK channel partners. This will provide our partners with scalable endpoint data governance solutions for their customers, while giving Oriium an exciting growth opportunity which delivers genuine value.”

Powles says the vendor will continue to be “very selective” regarding which MSP partners it will work with. The exec says his goal is to put all of the vendor’s sales through the channel eventually, adding that around ninety percent of its net new business in the UK goes through channel partners.

Powles also outlined plans to invest in its channel programme over the next year, which will include a complete redesign of its channel programme, and putting “a lot more effort and energy” into the formal training of technical and sales people.