Datto Top Exec Explains BDR provides -
president and Datto CEO Austin McChord explains its position on BDR.
Austin McChord, President and CEO based in Norwalk Connecticut, Datto Inc., is optimistic about backup and data recovery offers his business. He says this gives his company an advantage in the market and talks about the decision to become a channel company only with Channelpro-SMB Publisher Michael Siggins
Channelpro-SMB .: Tell us about Datto, when it was founded, basic packages, the number of partners, and so on.
McChord: Datto was founded in 2007, and what we now sell over what we sold in 2007 is very different. Currently, our partner base is a little less than 2,000 and our basic offer is our product SIRIS, which we believe is the best out there for backup and disaster recovery. It includes a number of unique features in one package that is extremely affordable
Channelpro-SMB: What are the characteristics of the beam
McChord: SIRIS is unique in the way data is saved it is stored as a VMDK [virtual machine disk format], and that means we are able to virtualize instantly, or bring back a failed system on the device . It only takes about three to six seconds when you click to virtualize the system; in the past, these restorations had [sometimes] took hours, especially if you have very large systems.
We also have the ability to virtualize instantly in the cloud, which is something we have done now for over a year. So we have a lot of expertise and can put in place the right pieces for physical servers can switch local customers and run virtually in our cloud, in a process that, once again, takes only a few seconds.
Channelpro-SMB: What is your reseller partners or even their end user customers need-to know the cloud while using your solution Do they need special training? A Cloud high IQ
McChord: There are not a lot of training that must occur for partners or end users, because the cloud is just a facilitator for us to provide some really cool services. The interaction with the device, the virtualization and storage is handled by a Web page. So if you can browse the Internet, you should not have trouble interacting with our offer.
IQ clouds we must have to remove it is deep enough, and that is a process that we worked on a lot. If anything, I would say that part of education is to help partners and end users understand how their IT infrastructure will pass over time, and which is suitable for running on place and what should happen in the cloud.
Thus, most of the cloud education comes before our product is even sold in understanding, I need a product like Datto of or just a cloud backup straight-up, and where the differences are, and yet the difference between that and the local backup.
Channelpro-SMB: Datto is a channel now only business, but this was not always the case. What was the idea behind the decision to make the change?
McChord: The decision to go one channel was made there for over two years. Originally, we sold just data backup and did not virtualization or one of the other things we wanted to sell to small businesses. We thought we could reach [to these businesses ourselves], but as a new company, it was difficult to get this credibility factor to explain where the data is stored.
The second part is that the channel partners who are helping small businesses to make IT decisions, and they are important in this regard. We also received comments from [resellers] who have been selling our products, and they really wanted that we will channel. It was a difficult decision, because at that time 30 percent of our sales were from our online store.
But we did make that decision, and it has helped our company and our product enormously. It has allowed us to build this partnership with our dealers. And our dealers have returned and gave us even more, they told us how to make the best product and what tools and features important to them, and we listened. From this we created a couple of different versions and products, and now we think we have something that is truly fantastic and unique there
Channelpro-SMB :. Who is the right partner for you?
McChord: We are looking for VARs and MSPs invest in sales-the founder or CEO is very sales driven, because we said that they are growing and they are willing to try new things and they grow to broaden their base and make more income
Channelpro-SMB :. What kind of SMB will benefit most from working with one of your partners?
McChord: The range is very important, because the scales offer 250 gigabytes to 40 terabytes. So any type of business can benefit. We have partners that handle medical records, and use our product for compliance requirement regarding data backup and security. We also see a lot of outliers in the medical field, such as dentists and opticians who also have medical records and need data protection. We are seeing good traction for our products there, with partners explaining the importance of the information being safe and protected
Channelpro-SMB :. Do you have strategic partners-suppliers other than working with products that dovetail with your own
McChord: We have a relationship with Craft storage. They built a custom tool for us, a custom agent, and we are able to leverage the value of their decade of experience in backup systems so that we can support Windows 2000 and make sure that we provide a product that is extremely reliable and will work even in cases where the backup agent everybody is going to fail. Storage Craft brings a unique technology to the table, and it was really great for us, we're very excited about it
Channelpro-SMB :. The backup and recovery space is getting pretty crowded. What separates you from the rest of the pack that makes sense for partners
McChord: hands down, we have the best technology. This is a huge advantage for us, for our sales team and our partners, because if they face an MSP selling anything else, technology is just not the same as what Datto. We do everything from design of equipment throughout possess the cloud and everything else. We can create incredible value and back with the longest hours of support for US customers someone there-8: 0:00 to 0:00 on the East Coast. This is a compelling offering for many people.
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