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Sonian primarily targets SMB customers with fewer than 250 users, with about 95 percent of its sales coming from indirect sales channels, Sonian's Pilkington said. However, it does have a few enterprise customers thanks to a relation with IBM's Lotus business.
By working with public clouds to archive emails and files, Sonian offers several advantages over other archiving systems, Pilkington said.
"Many companies take their old collocation facility, and say it's a cloud," he said. "But it's not. Amazon has lowered the cost of its cloud 19 times. We wring out pennies every day by managing our stack."
Public clouds also provide infinite capacity, Pilkington said. "This allows us to expand as needed," he said. "And we can expand and contract CPUs as needed. We get elasticity. When we do a particular process, we can get as much processing as we need, then turn it off when we're done. Amazon often auctions off CPU times. This allows us to buy for pennies, and then run search processes at night. Colos can't do that."