Enterprise channel programme paves way for CommVault to sign up corporate VARs

Data information management vendor CommVault hopes to enter into talks with some of the UK’s largest corporate resellers, following the launch of its enterprise channel programme for 2008-2009.

Previously joining forces with storage giant Network Appliances in 2006 to crack the SME market, CommVault is extending its two-tier partner programme by recruiting larger VARs to address the enterprise space. This could include the likes of SCC and Computacenter.

Simon Gregory, business development director at CommVault, said: “This year CommVault will be building an enterprise channel and working with its partners to address this route to market.”

Gregory said CommVault will be adding to its portfolio this year through building new enterprise products. “CommVault does not acquire products as it can be difficult for a company to integrate it properly into its overall offering, so we plan to continue building our own products,” he said.

CommVault also collected end-user feedback through its internal customer advocacy programme to determine the needs of future products, which Gregory said has changed from data recovery to remaining compliant with new legislation.

He added, “Given CommVault’s focus and resources it will, for the foreseeable future, continue with its policy of delivering solutions through the two-tier distribution/OEM model.

“CommVault also recognises that there will be a need to provide additional support to the channel as it broadens its customer scope.”

CommVault signed its second UK distributor, Horizon, in early 2007 to take charge of the 30 reseller partners that had previously bought direct from the vendor. Horizon set up CommVault’s first dedicated channel team.

Mark Walker, divisional director at Horizon Data Management, the storage practice of Horizon UK, said: “CommVault will attempt to get some larger resellers on board, but will still use a distribution route, and Horizon is a part of increasing CommVault’s VAR community.”

CommVault aligned itself with vendor Sun Microsystems at the beginning of the year to supply and develop enterprise-level data management solutions.

“The vendor is growing fast, but is under represented, so any initiative to increase its community is good news,” said Walker.

“And since Horizon is a Sun partner, it is in a prime position to engage with Sun and CommVault to create overlap with partner communities.”

Gregory was one of several executives who recently joined CommVault from rival vendor Veritas [part of Symantec].