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Druva transitions to indirect sales with new partner program

Data protection and governance vendor Druva announces it has hired Steve McChesney to head up the company's new indirect sales efforts.

Druva, maker of the data protection and governance platform inSync, today announced the recent hiring of Steve McChesney as vice president of business development. A 25-year technology industry veteran, McChesney will head the launch of the company's channel partner program as it transitions from a direct to indirect sales strategy.

The ideal sales strategy for the company is to transition to having 85% or more of its business go through the indirect sales channel within the next 12 to 18 months.

According to McChesney, the company is actively recruiting partners and will roll out its formal partner program in the next several weeks. The initial focus will be in North America and Europe, with expansion shortly thereafter to the Asian-Pacific region. "We expect to grow and mature that program rapidly over the next 12 to 18 months," he said.

Not a newcomer to the channel, McChesney's resume includes eight years in channel management and sales at F5 Networks. In this new position at Druva, he said he plans to create an environment where VARs, systems integrators and traditional resellers can profit from the bring your own device (BYOD) boom taking hold in the business sphere, as well as help get Druva's platform out in the marketplace.

Founded in 2008, Druva's flagship product, inSync, allows businesses to back up their mobile employees' data on any device using any OS. It provides integrated endpoint backup, data loss prevention, secure file sharing and data governance, according to the company.

On Oct. 15, the company announced completion of $25 million in Series C funding in support of its inSync platform.

To date, Druva has operated with a direct sales model but, according to McChesney, the company's strategy has always been to develop an indirect sales channel model.

"The direct sales model was one where the company could cut its teeth, understand the sales cycle, and then go out and build this channel and be successful based on our own experience," he said.

The ideal sales strategy for the company is to transition to having 85% or more of its business go through the indirect sales channel within the next 12 to 18 months, he added.

The company markets to companies of all sizes, from small and medium-sized businesses all the way up to large enterprises. The initial effort for the partner channel will be to focus on midmarket and large-enterprise customers.

Druva is looking for partners who want to differentiate themselves in the marketplace and are progressive from a technology perspective. They should have expertise in traditional backup and storage environments, as well as a security practice.

The Druva partner program will be based on four components: deal registration for margin protection; renewal opportunity for annuity revenue; professional services and business process consulting around BYOD; and demand-generation efforts.

McChesney said that the company will launch version 1.0 of its partner program in a few weeks and have a partner portal, as well as all of the training, lead-sharing and deal-registration elements, running from Day 1.

"As we get more mature over time, we'll include more things like online self-paced training and more advanced implementation of services packages so partners have the opportunity to grow their back-end business," he added.

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