08-Mar-2019 10:44 AM
Posted by Prashanth GJ, CEO, Technobind
How do your customers perceive data backup? Do they look at it as the ‘inevitable evil’ which can not be ignored? Do they struggle to justify the cost and resources dedicated in bringing an end-to-end backup system up and running?
The answers may vary broadly, depending on who you’re talking to. But the underlying mindset towards data backup hasn’t really changed over the years — it’s still not considered to be ‘mission-critical’ or ‘strategic’ to IT or business.
And yet, organizations spend significant amount of time and resources with traditional ‘build-your-own’ backup solutions.
Often, the process of consolidating different components — backup software, operating system, compute and storage — turns out to be a cumbersome experience for customers.
The process of dealing with multiple vendors and product lines, the ongoing efforts to manage the solution and additional investments on scaling up the system etc. remain critically taxing.
Many organizations end up having ‘backup silos’, as they struggle to scale up the storage along with data growth.
Nearly 90 percent of companies believe secondary data is fragmented across silos and will become nearly impossible to manage long term, and of that, nearly 50 percent believe it is only going to get worse, according to the findings of a study conducted by Cohesity.
Enter backup appliances!
With data explosion, especially of the secondary data, IT teams today are looking at solutions to manage their organization’s secondary data and apps across all of their locations from one dashboard.
The emergence of backup appliances in the recent past has thus been a great boon for both customers and partners alike. These are typically pre-built and fully-integrated appliances that offer the ease of a plug-and-play solution. The Hyperscale appliance from Commvault, for instance, can be deployed in under 30 minutes and it can be managed through a single, web-based user interface. That’s the kind of ease and flexibility we are talking about.
One of the biggest advantage of appliances is that the customers can now have best of both the worlds — the software, the hardware and the architecture that allows them to scale up as they grow.
What is the Partner play?
What is beneficial for the customer is innately advantageous to the partners as well. But there is actually more to it.
At the outset, there is significant reduction in sales cycles for the partners who are focusing on backup appliances. Partners are able to propose an end-to-end backup solution, including the hardware and the software, instead of offering piece meal products. This makes the overall backup proposition a lot more appealing to the customer. He is able to take quicker decisions, see better value and RoI from the investment.
The evaluation process at the customer end is now much simpler, as they have lesser people to negotiate with. This gives partners immense control over customer decisions and choices.
Solutions providers also benefit from increased deal sizes with an additional opportunity to offer hardware components, which in the past might have been in their competitor’s grip. It’s also a great way to pull ahead of competitors who still follow a siloed approach to backup.
The proof of the pudding is right there on our partners’ balance sheets. Together, we have closed deals worth a couple of million USDs already!
We have partners who have witnessed a significant jump in deal sizes – up to three times increase and the sales cycles are now as short as four weeks for many of them.
If the early numbers are anything to by, backup appliances are going to be the way forward and will see huge traction in 2019.