Druva Compass program adds new resources to help navigate data protection opportunities
A week ago, cloud data protection vendor Druva joined the fabled Unicorn Club – private companies with valuations greater than $1 billion. Today, Druva is signaling its intention to leverage partners to keep its valuation in the stratosphere with the unveiling of a new channel program, Druva Compass, designed to help solution providers navigate and win cloud and digital transformation opportunities.
The Lowdown: Druva revamped and rebranded its channel program to give its partners more resources for identifying and capitalizing on data protection opportunities among businesses that are migrating stored data to the cloud and digitally transforming operations. Druva Compass is more than just a channel program; it’s also a platform on which partners can gain skills and insights into successful cloud business practices, the company says.
The Details: The new Druva Compass channel program features a number of new enablement resources, including expanded training on cloud technologies and architectures related to Amazon Web Services and VMware, accreditation for mastery of cloud data protection, support for identifying and aiding customers migrating data to cloud environments, and more transparent performance metrics. Through Druva Compass, the company says partners will have greater awareness and appreciation of the rewards that come from building successful cloud practices.
The Impact: Druva is among several backup and data protection companies riding the cloud migration wave. This increased migration is opening new opportunities for channel partners. Druva believes its Compass channel program will enable its existing and future partners to support their cloud customers better. Druva says 90% of its sales flow through or with channel partners.
Background: Druva is in the crowded Backup-as-a-Service (BaaS) market, which is projected to top $8 billion annually by 2020. It’s bumping up against other providers, including Commvault and Rubrik, in the enterprise market and vying for attention among partners and customers with a long list of backup providers to choose from — Datto, StorageCraft, and Veeam, to name a few. Druva recently announced a $130 million round of fresh funding in its latest investment round, bringing the total amount raised to $328 million.
The Buzz: “Channel partners’ depth of knowledge and ability to build modern solutions brings added value to end-user organizations, delivering discernable business outcomes that drive measurable results,” said Timm Hoyt, vice president of global partners and alliances at Druva. “This incredible focus on the customer’s needs parallels Druva’s core values, and now, through Druva Compass, we can better highlight and support those partners driven to deliver on their customers’ agenda.”
“Cloud offers our customers an opportunity to differentiate and advance their business in ways not possible previously,” said Eduardo Figueredo, lead strategist for data protection at RoundTower Technologies, a Druva Compass Certified partner. “In many cases, data protection is one of the first workloads moved to the cloud and our ability to highlight credentials and resources from an industry leader adds confidence in the decision-making process. Druva Compass can help strengthen our team’s cloud credentials, and help our customers realize their larger vision for cloud transformation.”
“We are seeing an increasing number of customers demand solutions that support a cloud-first business strategy,” said Dean Gardner, chief technologist for cloud at Softcat. “With a successful cloud adoption, IT teams are able to refocus their resources on other high-priority items for the business. Programs like Druva Compass help set our team up for success, providing the accreditation and resources to meet these customer needs.”