Druva to go 100% channel
Laptop backup software provider Druva is to go 100 percent indirect over the next quarter.
The firm has historically been heavily direct but as Borja Rosales, EMEA director (pictured) explains: “We have been going channel for a while…our online business did three deals in the last quarter.” And in one of those deals, Druva compensated a channel partner who had initially demoed the software on the client site.
Rosales can confirm B2Net, ComputerLand (a Capita Company) and part of Getronics as its first formal partners in the UK. The list of transactional partners is greater but Rosales admits the firm has struggled to get partners to sell under its brand.
In the case of Capita (LON:CPI), Druva is offered as part of a managed service which uses Capita’s own datacentres and brand. In fact, all three of its official launch partners make no mention of Druva on websites or collateral, an issue which Rosales concedes is not ideal. The EMEA boss is keen to engage with more partners, especially with its new products aimed at providing more management capability and analytics that extend into tablets and, eventually, other mobile devices.
The firm has around 600 customers although most of the deals are several thousand seats at customers like PWC, Tarmac and even Capita which has more than 6000 licences.
Although the firm will retain its online store, Rosales insists that any lead generation its inside sales gather will be passed on to channel for fulfilment. The firm is actively recruiting and points out the strong margins, technical innovation and limited branded competition as a potential advantage to the next wave of partners.
