https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Distribution


Shutterstock

Steel chain with hot link

Druva Partner Program Helps MSPs Subvert Supply Chain Problems

  • Written by Kelly Teal
  • June 24, 2021
Looking for an all-SaaS alternative to infrastructure? The cloud data protection provider aims to help.

After 18 months of development, Druva this week debuted a special program for managed service providers.

Druva's Robert Brower

Druva’s Robert Brower

The launch, channel head Robert Brower told Channel Futures, could not have come at a more auspicious global moment.

“It’s a perfect storm,” said Brower, referring to worldwide supply chain shortages that continue to inflate prices and delay deliveries.

Now, more than ever, he said, MSPs need alternatives to infrastructure-centric offerings.

And Druva, with its new strategy, nestled inside the Compass Partner Program, is positioning itself as the solution.

“What a fantastic time to be in the SaaS business,” said Brower, senior vice president of global partners and alliances at Druva.

Doing Channel Business ‘The Modern Way’

To that point, the cloud data protection provider unveiled the MSP partner program on June 23. Of course, Druva wasn’t planning to stand out so starkly when it started framing the new initiative. It began its efforts in early 2020 just as the United States and Europe were becoming aware of COVID-19 – the main reason for today’s supply chain bottlenecks. Even so, the company gave itself an inadvertent competitive lead, just by focusing on a different approach for MSPs.

“It’s time to do it the modern way,” Brower said.

“It” meaning channel business. In other words, Druva did not want to be “yet one more vendor” telling MSPs to build an equipment-heavy platform into their service catalogs, Brower said. That couldn’t happen anyway, as Druva was born in the cloud. Nevertheless, the company is going up against legacy notions and channel models with its new all-SaaS program.

Here’s our most recent list of important channel-program changes you should know.

Yet, again, Druva could not have done so at a more prescient juncture.

“We’re heading into this point of increased demand,” Brower said.

Right now, few companies can get their hands on infrastructure or assets without waiting for months. For MSPs who typically forward their pricing, that poses big problems, Brower said.

“If I’m buying stuff six months early and paying premiums, I’m blowing my business model,” he said.

Druva’s new MSP partner program avoids that outcome.

How the MSP Partner Program Works

Off the bat, the offering gives MSPs single-pane multitenancy management into Druva’s cloud backup disaster and recovery, security, compliance and other components. Druva says onboarding a new customer can take as little as 15 minutes. Keep in mind, too, that Druva maintains SSAE18 SOC2 Type II compliance, as well as FedRAMP, FIPS, HIPAA, GDPR, TRUST-E and APPI.

On top of that, partners can build their own services into the mix. Say, for example, that in addition to providing Druva’s services, an MSP needs to protect a client’s data center workloads and integrate those with identification management. Along the way, an MSP signs up to consume a certain amount of credits and, thanks to those, can craft tailored setups that dovetail with Druva.

“However you want to catalog your services and drop customers into those service profiles,” you can, Brower said.

Credits are key to the whole concept. The amount of credit an MSP receives depends upon tier. The idea mirrors legacy revenue minimums for selling hardware. In this case, the lowest threshold requires an MSP to commit to $24,000 in annual spend with Druva.

“The barrier to entry is actually quite small,” Brower said.

Plus, Druva gives each partner a grace period free from licensing costs to ramp up. Partners at the lowest tier get the shortest amount of time – 90 days – to move workloads over to Druva. Partners pledging to spend more with Druva can get as much as six months. Over time, an MSP can rise through the tiers; the higher you go, consumption credits grow less expensive. Overall, MSPs eliminate “tedious overhead,” Brower said.

Importantly, MSPs can rest assured that they will not be competing against Druva’s internal sales force.

“We built a program and product to facilitate growth and MRR,” Brower said. “It’s a very positive message.”

How to Join Druva’s New Program

MSPs interested in joining Druva’s new program must apply. Druva aims to understand each participant’s business model and goals. It also needs to ensure MSPs can meet revenue commitments.

So far Brower and his team have signed four MSPs. Three more may close before the end of this month. He…

  • Page 1
  • Page 2
Tags: MSPs Cloud Data Centers Distribution New/Changing Channel Programs Strategy

Most Recent


  • Restructuring
    CEO on Rackspace Restructuring: ‘We’re Excited About … 2 Business Units’
    Kevin Jones gave analysts some insight into upcoming changes at the giant managed service provider.
  • application portfolio modernization
    Adaptiv Networks' SD-WAN Joins OTG Consulting Portfolio
    Adaptiv Networks SD-WAN will help OTG agents move customers from PSTN to UCaaS.
  • Black Hat logo
    Black Hat USA 2022: DNSFilter, NetWitness, BlackBerry, CrowdStrike, More
    The event marks the 25th Black Hat USA.
  • Marketing Leader Amy Bailey Leaving Telarus, Eyeing New Opportunity
    Telarus hired a chief marketing and experience officer earlier this year.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Thumbs up
    Synnex Stockholders Give Tech Data Merger OK, But More Hurdles Ahead
  • Cloud computing
    Ingram Micro Cloud Program to Help Partners Grow AWS Business
  • cloud backup
    JS Group Lands Partner Legend Charlie Cox, Eyes IT Channel
  • business innovation
    Reactions Abound over Master Agent Rebranding Debate

Upcoming Events

View all

MSP Summit

September 13, 2022 - September 16, 2022

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Galleries

View all

Black Hat USA 2022: DNSFilter, NetWitness, BlackBerry, CrowdStrike, More

August 10, 2022

Samsung Unpacks Galaxy Z Fold4 Foldable Phone with Multitasking PC Features

August 10, 2022

Images: Telarus Hosts Partner Summit, Gives Partner, Supplier Awards

August 5, 2022

Industry Perspectives

View all

Seize the Application Modernization Opportunity

August 2, 2022

A Growth Mindset: Your Organization’s Strategic Differentiator

August 1, 2022

Timely Tips for Non-Negotiable Patch Updates

July 29, 2022

Webinars

View all

Outsmarting RaaS: Implementation Strategies To Help Your Clients Before, During, and After a Ransomware Attack

August 23, 2022

Why it is Important to Upgrade Aging Servers and How to use Live Optics to Upgrade Efficiently

August 25, 2022

Executives at Home are Not Alright: An Intro to Digital Executive Protection

September 8, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

ThreatLocker Preaches Zero Trust, Addresses Industry Competition

ScienceLogic Debuts New Partner Portal

August 9, 2022

Vonage a ‘Single Communications Stack Provider’ for Partners, Customers

June 27, 2022

IBM, Partners and the $1 Trillion Hybrid Cloud Opportunity

June 26, 2022

Twitter

ChannelFutures

Read about @adaptivnetworks's new distribution partner. dlvr.it/SWQFh3 https://t.co/az12SeMU7X

August 10, 2022
ChannelFutures

A succession crisis has been brewing in the channel. Are you thinking about how to develop leaders?… twitter.com/i/web/status/1…

August 10, 2022
ChannelFutures

Looking for clues about the upcoming #Rackspace #restructuring? We have a little insight from yesterday’s earnings… twitter.com/i/web/status/1…

August 10, 2022
ChannelFutures

Ready for more @GoogleCloud in #AsiaPacific? Find out where channel partners will be able to take advantage of new… twitter.com/i/web/status/1…

August 10, 2022
ChannelFutures

[email protected] has been a key figure in both the TSB market and the channel DE&I community. @Telarus… twitter.com/i/web/status/1…

August 10, 2022
ChannelFutures

.@SamsungMobileUS launches new #GalaxyZFold4 and Galaxy ZFlip 4 at #SamsungUnpacked. dlvr.it/SWP38j https://t.co/nY6KLrk1E4

August 10, 2022
ChannelFutures

#BHUSA kicks off with news from @DNSFilter, @NetWitness, @BlackBerry, @CrowdStrike, more. dlvr.it/SWNvrj https://t.co/oDI6vf5CdX

August 10, 2022
ChannelFutures

Get to know @ScienceLogic and its new channel leader ahead of @MSP_Summit. #MSPSummit @Channel_Expo… twitter.com/i/web/status/1…

August 9, 2022

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X