5 Companies That Came To Win This Week


What do savvy IT vendors do when faced with increased competitive pressure? They turn to the channel, of course.

This week Druva, a developer of secure mobile backup and data protection software, launched its two-tier partner program in an effort to boost sales and counter growing pressure from competitors. Steve McChesney, Druva's business development vice president, told CRN the company is transitioning away from its direct sales model and will rely more on channel sales.

"We are making an all-in investment in the channel," McChesney said, outlining plans to invest heavily in channel development, partner training, deal registration and marketing materials for partners. The program includes an authorized reseller level and a certified level for resellers who go the next step to receive training and certification. The company also has eight regional channel managers to support the program.