Channel Chief Quick Chat: Druva’s Scott Siragusa

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Lorna GareyDruva’s been busy. In November, the global-focused endpoint and cloud data backup provider announced Microsoft Azure storage as an option for its cloud-based inSync end-user data protection offering, was rated highest overall for enterprise endpoint backup for the third time by Gartner and opened its PartnerSync program to MSPs.

That launch included a new co-branded admin console for centralized customer management, a partner portal, enablement tools, lead-generation resources, training and certifications. Then, in March, Druva added new inSync end-user data sources including Box, Google Apps for Work and Office 365. And just a few weeks ago, the company announced a strategic investment by NTT Finance and new subsidiary in Japan. Its products now protect more than 4 million devices in over 4,000 global organizations.

Druva's Scott SiragusaWe asked Scott Siragusa, VP of business development and channels for Druva, for some details of its partner program and current offerings. Siragusa was previously worldwide director of strategic alliances at F5 Networks

Channel Partners: Can you give us some background on Druva as company?

Scott Siragusa: Druva was founded in 2008 and is today among the fastest growing data protection vendors. Druva leverages Amazon AWS and Microsoft Azure cloud platforms to converge data availability and governance, dramatically reducing the risk, effort and cost of managing business critical information across the enterprise — everything from endpoints to the data center. Data is captured once as backup and made usable for multiple data protection needs including restores, disaster recovery, search, compliance and information governance. Druva calls this approach “converged data protection.”

We offer two solutions: inSync, for protecting end user data residing on laptops, mobile devices and in cloud services such as Office 365, and Phoenix, for backup, archiving and disaster recovery of physical and virtual server data.{ad}

CP: And its channel program?

SS: Druva’s PartnerSync channel program enables storagesecurity and mobile device management resellers to drive substantial new revenue by using inSync and Phoenix. Both solutions help customers bring data existing on thousands of end-user devices and servers under centralized IT control. Druva’s PartnerSync reseller program provides three tiers, including entry-level Authorized Partners, and Certified Partners, who demonstrate selling power with …


… addressable revenue targets, thereby unlocking joint marketing and empowering the sales force.

Our PartnerSync partners are excited about the opportunity to develop cloud offerings and to partner with the leader in the space. The ability to sell a solution that can help their customers and deliver a recurring annuity stream is a key component of our program. After closing an opportunity in the first year, our partners receive the same revenue and margin upon renewal each year thereafter.

CP: How does Druva balance direct sales with channel sales?

SS: Druva is committed to building a best-of-breed channel, and with that comes commitment to our partners. This year, Druva will bring 100 percent of our corporate business through the channel.

CP: What does your typical channel partner look like? What’s your ideal?

SS: Traditionally, companies that have a cloud practice and next-generation SaaS strategy with storage and mobility are our typical partners. As we continue to expand into the security and compliance space, we expect more companies will be looking for ways to not only protect their data but provide compliance.

CP: How do you think that channel strategy will change in the next one to two years?

SS: Druva’s channel strategy is always evolving. In the past six months, we have launched a relationship with Microsoft as well as a next-generation MSP program that allows both Druva and our partners to reach more customers.

CP: What do you see as the single biggest issue facing the channel in 2016?

SS:The SaaS/cloud world is changing the way partners do business and grow. As the traditional hardware and software model declines, more partners are beginning to build cloud practices. As with Druva’s partner program, partners must look at ways of incorporating cloud into their businesses or be at risk of falling behind their competition.

CP: What is the best business advice you personally have ever been given?

SS: Great question! The best advice I had from a previous manager was to follow my instincts and take a risk. The technology industry – and specifically, the fast-growing cloud world – are always changing. With experience, I believe you gain valuable insight to make decisions and take calculated risks. You must take the risk if your goal is success.

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