Commvault CEO Sanjay Mirchandani: Subscription Model Has Spurred Stronger Partner Relationships
Joseph F. Kovar
‘I think we have the strongest relationship we’ve had with our channel in a long, long time. With a subscription, you have constant engagement. You have a constant way of engaging your customers, your channel, the upsell, solving problems together,’ says Commvault CEO Sanjay Mirchandani.
How do you describe Commvault?
We are in the business of protecting our customers’ data. That’s what we do. We’re a data protection and data management company. We don’t profess to do 50,000 things. And we like to think internally that we let our customers sleep well at night. That’s a side benefit of what we do. And that’s the business we’ve been in for 26 years. We do it both as software and as SaaS. And we deliver it through either medium. We call it the ‘Power of And.’ We have the best on-premises software combined with the best SaaS-based technology as a single pane of glass.
You mentioned data protection and data management. What does Commvault do on the data management side?
Most customers are going through a journey into hybrid IT, different types of clouds, different types of public and private capabilities. And we help do a few things. First, we allow that journey to be fairly transparent. In other words, you want to move data into the cloud, re-create it, you want to back up your data in the cloud, to archive your data with the cloud, you want to go cloud-to-cloud. So the transformation of that data, the movement of that data, we facilitate that. Conservatively, we think we’ve moved in excess of 2.7 exabytes of data for customers into the public cloud. That’s a conservative number. Probably a lot higher today. And we’re helping customers spin down virtual machines here, spin them up in the cloud to get their data. So transforming the data.
Second is, we do things like sensitive data management [such as] do we have credit card information somehow backed up? Do we have any kind of identifiable information we don’t want openly available in the data so we can query against that? We do a lot of file optimization for our customers. Because we have a highly patented indexing engine and capability on our backup, we’ve got great metadata capabilities that we can then do other things with.
Commvault remains an indirect channel-only company, right?
We are. Ninety-plus percent of our business goes through our channel partners.