New Druva MSP Program Improves Time To Revenue With SaaS Solution: Exclusive

CRNtv’s Jennifer Zarate talks with Druva Global Channel Chief Robert Brower about the company’s new Managed Service Provider (MSP) program, providing MSP partners with a SaaS-based delivery model “which offers a zero-touch onboarding experience and no infrastructure to maintain.”

As solution providers up their game to meet customer demand for the hottest technology and the latest in consumption-based pricing, the right vendor partner program is key to their success.

CRNtv welcomes vendors to The Partner Program Pitch to share with the channel what makes their channel program unique, starting with an elevator pitch on why solution providers should join their partner program.

In this episode of The Partner Program Pitch, hear Robert Brower, senior vice president of Global Partners and Alliances at Druva,, introduce the company’s first-ever Managed Service Provider (MSP) program as part of its Druva Compass Partner Program, “designed to empower MSPs and accelerate their customers’ cloud transformation with a resilient, simplified data protection service.”

“The MSP program at Druva [offers] fastest time to value for our partners; it’s the industry’s most trusted solution in terms of resiliency; outstanding incentives for our partners participating in the program,” Brower told CRNtv. “It’s built around their business, not them trying to adapt their models to our product.”

Company At A Glance

Location: Sunnyvale, California

Number of Druva partners: Hundreds of partners globally

Percentage of sales that go through the channel: 90%

Product and services in which Druva specializes in:

• Cloud, hybrid and Software-as-a-Service (SaaS) application data protection
• Disaster recovery/business continuity
• Security/data loss prevention
• Endpoint backup, recovery and governance

“Elements of our program include ramp time so that we allow for our partners to be able to have no cost access to be able to move their customers into a migration status, so by the time they’re ready to start billing and taking revenue that’s when their cost occurs so it’s a very predictable timeline,” added Brower.

Partner Program Details

Year channel program established: 2019

Program Tiers:

Compass Partner Program

• Elite
• Certified
• Authorized

MSP Partner Program

• Elite
• Certified
• Authorized

Eligible partner-types:

• Value-added resellers
• Systems integrators
• Direct market resellers
• IT distributors
• Cloud aggregators/marketplace
• Managed service providers

“What’s terrific about the MSP program is it’s all of our solutions in a single universal consumption credit; this means that the partner has the ability to be able to attract business no matter what their customer drive is,” Brower said. “It could be data center protection as floor plans in data centers consolidate, it can be SaaS application protection, it can be endpoint and devices as people return to work and have mixed environments. The great thing about this is the fantastic catalog of the Druva Cloud Platform is available as a universal consumption credit, so the partner is able to buy one thing and deliver our entire suite of services.”

Head over to CRNtv to learn more about why you should partner with Druva.