Revera foresees resellers taking its services to private sector
As company grows, opportunities for resellers to tap into partnership with CommVault become apparent
By Simon Eskow, Auckland | Monday, July 30 2012
Network infrastructure provider Revera has been growing at a fast clip.
The cross-government IaaS panel provider recently founded its Stack Alliance of partners to deliver services through the Revera platform. It opened a new datacentre in April, and now has the capacity to roll out 150,000 virtual machines.
The activity over the last year has increased its staff size by 25 percent. With initiatives like its Stack Alliance of ISVs, vendors and others, Revera is making collaboration a big part of its growth.
Now it sees its adoption of CommVault’s Simpana architecture as an opportunity to deliver backup, DR and even data analytics through potential reseller partners in the near future.
“We’re starting to embrace the feature set that Simpana brings to the table,” says Revera general manager Robin Cockayne. “What we’re leveraging naturally is going to get open to the private sector as well off the back of those other initiatives. That’s the high level view.”
According to Revera’s innovation programme manager, Keith Archibald, this is about moving beyond backup and protection and building capabilities around archiving.
“Were moving into being able to archive, but still access and index that data, so moving that data to a more cost-effective storage solution,” Archibald says. “That’s the ability to do data mining. And going beyond to VM recovery, so there’s a single point of protection, and hypervisor portals from various backup points with more capability around self-service recovery.”
Cockayne says that the company intends to enhance its collaborative relationships established in its government Stack Alliance and into the private sector, with the potential for resellers to take CommVault capabilities to their customers under their own names.
“They can rebrand in some shape or form and that will evolve in time,” says Cockayne. “We’re delving into prefigured packages and other options for wholesalers to onsale.”
This will include resellers working in the SMB space, he says.
CommVault, for its part, sees these kinds of infrastructure provider-reseller partnerships as an overarching trend.
“There’s a huge opportunity for specialised or bespoke solutions regardless of the reseller size,” says Sal Fernando, CommVault’s director of cloud services for APJ. “There are many of resellers out there offering things like bespoke HR, or SAP implementations. These people could very well get on the back of larger MSPs and become resellers of those service that’s becoming a trend globally.”
And while the company has seen a lot of success in New Zealand led by Revera, which has sold CommVault since 2004, the “product does automatically lend itself to people looking to provide multi-tenanted, managed services”, according to country manager Simon Probert.
“There’s a new breed of partnering relationships that are coming out of people with complementary technologies and not where you would see normal partnerships come from before,” Probert says. “In most cases there is some implementation required, and how are we going to make this and that work, and consulting revenue. We’re seeing a lot of interest in deep archive tiering, storage compliance, and there are partnerships for that stuff.”