EXCLUSIVE: Acronis… redesigned and ready for channel action in NZ
- 09 February, 2016 20:42
Steve Goh - Vice President of Sales for Asia-Pacific, Acronis
Armed with a new partner program and a sharpened cloud focus, Acronis is threatening to be the vendor on every reseller’s lips across New Zealand in 2016.
Emerging from the shadows is a data protection player aiming to cement its channel standing with a blend of programs and portfolios, designed to help Kiwi partners hone in on the burgeoning cloud market.
“Acronis has completely redesigned its channel partner program and we’ve rolled this program out to distributors and cloud resellers, as well as local service providers,” says Steve Goh, Vice President of Sales for Asia-Pacific, Acronis.
“This is expected to help us drive our goal of moving more organisations and, especially small- to medium-sized businesses, to our cloud data protection solutions.”
Speaking exclusively to Reseller News, Goh says the Acronis Partner Program for Cloud forms an extension of the Acronis Global Partner Program, uniquely designed to accelerate cloud data protection services revenue with a subscription model for service providers, distributors, and cloud resellers.
“The program features simplified partner on-boarding, free web-based sales tools and enablement programs, technical training, marketing programs, and demand generation support, as well as co-op and market development fund programs,” Goh explains.
In short, Goh says the program provides solutions, resources and incentives to help Acronis partners profit from the huge market growth predicted for cloud data protection services, which include backup, disaster recovery and file sync and share.
According to IDC, the data protection and disaster recovery software market will grow to US$8.1 billion by 2019.
“Our new partner program and on-boarding process have really simplified things for the channel,” Goh adds.
“We are 100 percent focused on the cloud partner model and the new program makes is easy for partners to join up with Acronis and tap into the growing marketing opportunity for data protection solutions.”
In New Zealand, Goh believes the channel opportunity lies within the small and medium-sized business space, which covers 97 percent of the market.
As a result, Goh is eyeing up as many as 459,300 businesses across the country, which include zero (no employees), micro (1-5 employees) and small (6-19 employees) enterprises.
“Acronis has turned its focus on the SMB sector in the New Zealand market, so this is an area where we are seeing traction and a lot of growth,” Goh adds.
“In terms of industry verticals, we have clients in most areas of the market, with the education, media, energy, and the financial services sectors playing host to many of our biggest customers.”
Going forward, Goh says Acronis - which recently lost its General Manager of Australia and New Zealand, Lincoln Goldsmith, to Cisco Meraki - is honing in on the SMB market within all the industry verticals that smaller businesses thrive in.
“At the big end of town, data protection services have been big business for a while,” he observes.
“Among SMBs, however, it is becoming more important as information security awareness grows.
“As such, there is enormous opportunity for the channel to tap into the growing need for data protection among SMBs.”
From a business perspective, Goh believes data is more important now than at any other time in history, and it will only continue to become increasingly essential to businesses of all sizes.
As such, the protection of that data will become paramount to businesses of all sizes.
“Acronis believes that the cloud will enable complete data protection solutions for SMBs,” Goh adds.
“By focusing on this area, the channel has the opportunity to get in on the ground floor before every business has cloud-based data protection solution in place.”
In helping deliver solutions to over five million consumers and 500,000 businesses in over 145 countries, Goh speaks with authority when he advises Kiwi partners to “avoid delay” in driving the data conversation with customers.
“Not all SMBs are aware of just how important their data can be, let alone the value in making sure that data is safe,” he cautions.
“Many SMBs may not be able to immediately see the business case for data protection solutions. It is important to engage and illustrate just how vital it will be for their economic future.
“This is an opportunity for channel players to become trusted advisors.”
Key in 2016
With a clear vision for 2016 laid out, Goh says Acronis plans to “actively deliver” a complete set of hybrid cloud data protection solutions to the local market.
“And there’s a good reason for this,” he adds.
“Hybrid cloud technology is shaping up to be the most important factor in how well organisations can take advantage of cloud technology.”
During the next twelve months, Goh believes partners will see many more companies take this approach, as they work out how to get the most out of cloud.
“The key to Acronis in 2016 is, as it has been in previous years, how we differ from other players in the cloud data protection space,” he adds.
“Our solution provides customers with an enormous amount of flexibility.
“Our hybrid cloud data protection technology is delivered with highly flexible deployment models by service providers, distributors, and cloud resellers.”
Distributed by Ingram Micro in New Zealand, the Acronis Partner Program for Cloud supports any deployment model, including service provider-hosted, Acronis-hosted and hybrid, and any business model with licensing flexibility.
Goh says this includes turnkey cloud data protection services as well as offerings that are more deeply integrated into partner technology and services portfolios.
“New Zealand customers are technically savvy and security-cautious, and we believe that Acronis’ data protection products address the market needs well,” adds Richard Duggan, Executive Director APAC, Ingram Micro Cloud.
“Ingram Micro is pleased to work closely with Acronis to deliver the promise of cloud services to our mutual channel partners by providing them with a reliable data protection solution to help drive business growth and new revenue streams in the cloud.”