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StorageCraft ‘doubles down’ on channel engagement

By Ben Moore
Mon 16 Mar 2020
FYI, this story is more than a year old

Data management solutions vendor StorageCraft has released a statement announcing it is ‘doubling down’ on channel engagement through a series of new initiatives and the appointment of a new global sales head, Andy Zollo.

Zollo was previously the sales lead for EMEA and APAC.

The statement says the company will be creating ongoing digital and in-person events to train partners across the StorageCraft data management and protection solution suite including ShadowXafe data protection and recovery software, OneXafe scalable converged storage appliances, Cloud DRaaS, Cloud On Site Back-Up services, and OneXafe Solo plug-and-play data backup appliance. 

It will also be introducing an ongoing cooperative marketing programme that will be tailored to individual partner requirements, and it will continue to consolidate partner support services into a single portal.

“We are a 100% channel dedicated company. Our success goes hand in hand with the success of our partners,” Zollo says.

“As we expanded the StorageCraft offering into an integrated technology suite that covers the entire data management and protection category, it was important to build end-user demand for our partners. With that sales motion now well underway, we are directing all of our sales effort toward the channel to ensure they are best placed to succeed in this category.

“We are seeing a new wave of purchasing motion as the industry adopts a recurring billing and purchasing model. As well as making it as easy as possible to work with us, we have an important role in helping them maximise this market opportunity.”

StorageCraft’s release points to the results of a survey1 the company conducted in September of last year in which 60% of end-user customers surveyed said they believe that data backed up to a public cloud service is safer than data backed up on-premise.

Additionally, nearly half of IT decision-makers said they believe it is the cloud service providers’ responsibility to recover data in the event of an outage, 

“This perception mismatch presents both an education and business expansion opportunity for the channel, that we will vigorously help them fulfil,” says Zollo. 

“The evolution of hybrid cloud strategies for data management, protection and recovery is a market we are perfectly placed to succeed in – which equates to a bigger business and revenue opportunity for our channel partners.”

The entire StorageCraft solution suite can now be managed through a single pane of glass to provide channel partners scale, ease of service consumption, and help contain and lower cost within their business.

“This is a work in progress and has proven highly successful in helping our many partners that are transitioning or expanding to cloud and monthly recurring revenue business models,” says Zollo. 

1. Survey background: 709 individuals completed the research study. All had the budget or technical decision-making responsibility for data management, data protection, and storage solutions at a company with 100 - 2,500 employees. The survey was fielded in English, German, and French in Australia, Canada, France, Germany, and the United Kingdom.

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