Westcon Introduces Per-Recovery Based Pricing Model

Weston
Group NZ Ltd, a virtualization, storage, security, data
protection and convergence distributor and an Asigra, Inc.‘s
distributor, announced the introduction of recovery pricing for data
protection services.

The model is a for organizations that
are experiencing data growth or that are averse to paying for
100% recovery, when they only recover a fraction of that. Resellers
are able to provide the Asigra Recovery License Model a pricing
paradigm that separates backup and recovery license costs to align
pricing with the business value of backup – data recovery.

Technology has enabled business model
revolutions in many markets and has been the driver of overall value
for users worldwide. Examples include the music industry’s shift from
albums to per-song pricing and telecom’s move from per-minute to
per-second billing, as an alternative to monthly premiums based
solely on actuarial statistics. The recovery license model gives
organizations the option of selecting a pricing model based on how
little they recover. It follows what many experts agree is an
evolving movement toward performance-based pricing that aligns with
the value derived by the customer.

Companies are offered a choice between
traditional capacity-based pricing or the recovery pricing model.
Recovery-based pricing addresses the expectation from technology
buyers that the software and services they purchase must have pricing
that reflects the value provided. This model gives IT professionals
the ability to better control backup and recovery costs, even as
organizational data accelerates. With this approach, fees are based
on a recovery performance score which is calculated over a 12-month
period (bi-annually in the first year). A waiver is provided for the
single largest recovery event in any licensing term and only
successful recoveries are included in the calculations. With built in
upper and lower limits, it allows customers who recover less to pay
less, as well as predictable pricing.

With standard capacity-based pricing,
costs increase as data volumes grow. This model is based on a low,
limited recovery cost so that expenditures remain low even as data
volumes rise. Those who adopt this pricing model can anticipate
immediate and long term savings. It’s made possible by the recovery
tracker, a proprietary analytics engine that generates actionable
information to help quantify the financial impact of data loss
events. This helps organizations achieve performance-based savings
and more user control on how they are billed for backup
software/services. It keeps data recovery costs in control over time,
even with the trend of data growth showing no signs of slowing
down.

"In addition to delivering a
high QoS, technology providers across the globe are challenged with
assisting end-customers in managing backup and recovery costs. While
this can be done to a point with traditional backup pricing models by
simply reducing the price, it is a race to the bottom and eventually
results in a degradation of services," said David Farajun,
CEO, Asigra. "With the Recovery License Model there is a new
era in pricing that separates backup from recovery to address the
real value proposition of data recovery. We applaud Weston Group NZ
for joining us in bringing this pricing innovation to market in
support of customer demands for greater cost controls, more
predictability and overall value."

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