Datto looks to channel to bolster growth in UK

Man in suit with graphic representing people in a network

Backup vendor Datto says it managed to realise “rapid” growth in the second quarter of this year, thanks to new products, channel partners and expanding into Europe via a coterie of new niche disties it has bought on board.

It says it grew revenues by 57 percent in the second quarter of 2014. According to the firm, it is looking to sign up further partners by the end of 2015 as part of a campaign to grow in Europe.

“We are a channel-only business and we sell only through our partners,” Andrew Stuart, managing director of Datto, tells Channel Pro.

“They are our biggest success. We have been focused on growing that channel base within the UK and Ireland in terms of the European operation for the last couple of years. Within the last six months, we have now started to look at how we expand that onto the continent and beyond. We have chosen to do that through distribution.”

So far, Datto signed new distribution agreements across Europe, partnering with distributors Portland in Benelux, Upstream in the Nordics, BeMSP in France and Achab in Italy.

He says it was important to use distributors in Europe to provide “the same partner experience as it has in the UK where it deals directly with the channel.

“What we’ve found that was really successful in the UK was having people on the ground to build those face-to-face relationships,” he adds.

In addition to new European distributors, in Q2 2015, Datto signed agreements in the UK with MSPs including Circle IT, BTA and SICL. To help support UK-based partners, Datto has a datacentre located in Portsmouth.

Among the new products unveiled at the firm’s partner conference in London this year were the Datto Networking Appliance (DNA) Router, a “born-in-the-cloud router”, offering remote configuration and 4G failover.

It also unveiled its Datto Backupify for Office 365, its first new SaaS protection product since Datto’s acquisition of Backupify last December.

The firm also offers secure file sync and share capabilities offer endpoint protection to devices in the field through a partnership with ownCloud. ownCloud, a provider of enterprise-grade file sync and share, is now included with all new and deployed Datto SIRIS 1 and SIRIS 2 devices.

It also debuted its Datto Linux Agent, which features persistent incremental backups, integrated storage, cloud replication, individual file restores, and instant local virtualisation. Datto says that MSPs working with Datto can use their existing Datto devices to extend protection to Linux.

Rene Millman

Rene Millman is a freelance writer and broadcaster who covers cybersecurity, AI, IoT, and the cloud. He also works as a contributing analyst at GigaOm and has previously worked as an analyst for Gartner covering the infrastructure market. He has made numerous television appearances to give his views and expertise on technology trends and companies that affect and shape our lives. You can follow Rene Millman on Twitter.