Public cloud adoption is helping to fuel the channel growth of Commvault, according to Bob Hammer, the vendor’s CEO.
Speaking with Channelnomics, Hammer said many of the vendor’s more “agile” partners are utilizing the infrastructure of the public cloud and partnering with Commvault to orchestrate the migration and management of their customers’ data, plus adding services like data protection, Backup as a Service and disaster recovery.
“It’s big driver of our business,” he told Channelnomics about the public cloud.
In Hammer’s view, the move to public cloud and the “innovation and disruption” happening in the on-premise storage market are both significant drivers of business for the channel.
“You’ve got big changes in primary, at the high-end of the market, and you have hyperconverged and flash technologies coming in – companies Pure Storage, Nutanix and Infinidat – and they’re disrupting that end of the market,” he explained.
Meanwhile, the lower end of the market, Hammer said, “is all moving to secondary hyperconvergence, which looks like cloud”.
However, Hammer is dismissive of any newer entrant vying for market share.
“We believe we’re way ahead of all the other new players on the block. Commvault has that functionality at lower cost, higher scale and higher performance than most competitors,” he said, pointing to alliances with the likes of Fujitsu and Cisco.
“Competitors help us to deliver the message, and we’ve got better technology, so in that sense they’re helping our market penetration.”
Elsewhere, Commvault is “putting more emphasis and investment in alliances and partnerships than we ever have”, according to Hammer.
He comments: “Our investment, expansion and alliances with partners is extremely strong. It’s expanding with specific partners who get what we’re doing with innovation.
“Our distribution partners, like Arrow, are extremely important to us; we’ve strengthened the relationship with [select] disties across the board. It’s a major area of focus and investment for us.”
Hammer maintains the midmarket is still “a high growth segment” for products focusing on virtualization, disaster recovery and archiving.
Hammer also said the firm would be looking to recruit new types of channel partners to take its forthcoming data analytics product to market.
“We’re going to introduce really sophisticated analytics, so we’ll need a whole new set of partners,” he said.