Druva Ramps Channel Sales Up 40%

Druva, Inc. has quadrupled global channel sales since launching its PartnerSync channel program one year ago.

Channel revenue contribution grew from 10% a year ago to more than 40% today, representing an average 42% quarterly revenue increase per partner from sales of Druva solutions including the company’s inSync endpoint data protection and governance platform.

PartnerSync has been instrumental in driving this growth because it is structured to promote ongoing channel development with dedicated support and resources. Druva products provide partners with differentiated solutions and recurring revenue streams in a largely untapped market that spans organizations of all sizes that need to close the data visibility, security and governance gaps created by the proliferation of mobile devices used for business.

PartnerSync was introduced in North America and Europe last year with a focus on storage, security and mobile device management (MDM) resellers. Druva has since expanded the program to the AsiaPac region, added a distributor tier, and attracted national partners including U.S.-based technology reseller CDW and EMEA distributor Exclusive Networks Group. The program has also earned accolades including recognition among CRN Channel Chiefs, CRN Emerging Vendors and Network Product Guide Program of the Year in 2014.

Market Need
“An estimated 28% of business content now resides exclusively on devices such as laptops, tablets and smartphones. Server backup systems cannot capture or store this data efficiently, and organizations are increasingly realizing that they need to protect themselves by adding platforms like Druva to their IT infrastructure. This has opened an important new product category for the channel,” said Peter Amirkhan, chief revenue officer, Druva. “The growth of our partner program is directly linked to our #1 analyst ranking for enterprise endpoint backup along with the work of our dedicated channel team in providing the training and support our partners need to drive Druva sales.”

inSync integrates endpoint backup, data loss prevention, IT-managed file sharing, and data governance tools in a single platform that also reduces bandwidth and storage requirements through global data deduplication. The platform transparently creates a master record of all endpoint data that allows tracing of any file on any device via federated search, easy file recovery from device loss or theft, quick restoration of document libraries and settings on replacement devices, and remote file access from any device without moving files between devices or into a consumer file sharing service. It also enables IT teams to control and trace file sharing activity, thwart data loss on mobile devices, provide easy endpoint data collection and legal hold for eDiscovery, and more. Druva Phoenix offers cloud-based remote server backup and data archival at cost savings and ease of use.

“Druva is a natural extension of the storage portion of our business. It not only enables us to give our customers a means of storing, controlling and accessing business information housed on end user devices, but it also offers strong cloud deployment options that are becoming increasingly appealing for today’s IT managers,” said Jason Batra, regional VP sales, FusionStorm, Inc., a diversified IT solutions provider with national US coverage as well as a global presence. “These factors make it a valuable addition to our portfolio.”

“With Druva integrated into the platform, we can now provide that protection via endpoint backup, easy data recovery capabilities, and full IT visibility into device content and user access patterns that also strengthens organizations’ governance capabilities,” adds John Wood, VP marketing and business, Derive Technologies, Inc., a New York-based VAR.