Endpoint data protection and governance solutions provider, Druva is going "all in" with the channel.
In an interview with ITWeb, Steve McChesney, VP of business development at Druva, said the company has made significant investments in the channel, beginning with a global team that is dedicated to partner success.
Druva provides integrated data protection and governance solutions for laptops, PCs, smartphones and tablets.
The company's flagship product, inSync, is an integrated platform for backup, IT-managed file sharing, data loss prevention and governance. Druva was founded in 2008, is headquartered in California, and has offices in the UK and India. It closed its third funding round of $25 million in 2013.
"The channel is our go-to-market strategy, and we expect the predominant majority of our business to go indirect in the next 12 months," said McChesney.
"Druva has spent the past several years keeping sales direct in order to really understand how to identify opportunities and how the sales cycle works. Now we're able to use that knowledge to help our partners ramp up quickly and ensure they will see a significant return on their investment."
According to McChesney, Druva's PartnerSync portal provides access to sales and technical resources for partners, and deal registration will allow partners to protect their margins.
"Our current sales team will also engage with partners - not just passing them leads, but engaging with them at the street level to help the partners position the product and make sure they are able to ramp up quickly," he added.
"There's been a lot of thought put into when the right time would be for Druva to move to the channel - that time is now. When you combine our proven track record with a quickly expanding market, a significant customer need, a new market-leading technology, a dedication to the channel, and the ability for partners to make money on product sales and services, the bottom line becomes success - and we're strategically primed for it."
Druva covers the South African market out of its UK office and intends to expand its African market share in co-operation with channel partners.
Describing the challenges the company faces in managing its channel, McChesney pointed to picking the right partners and not over-extending.
"Our success has drawn partners to us, but our goal is to limit the number of partners we work with, so those partners will see a strong return on their investment in Druva," he concluded.
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