Druva, AWS Extend Data Protection Strategic Agreement
‘AWS sees the opportunity that Druva has created with AWS. ... We have helped AWS expand its MSP and other channel markets. And AWS doubles down where it sees opportunity,’ says Robert Brower, Druva’s senior vice president of worldwide partners and alliances.
Data protection technology developer and Amazon Web Services partner Druva Tuesday said the two companies have extended their strategic partnership in developing cloud-native deployments.
With the new agreement, AWS is doubling down on its relationship with Druva, said Robert Brower, senior vice president of worldwide partners and alliances for Santa Clara, Calif.-based Druva.
“AWS sees the opportunity that Druva has created with AWS,” Brower told CRN. “We now OEM our technology as part of Dell’s Apex Backup Service. We have helped AWS expand its MSP and other channel markets. And AWS doubles down where it sees opportunity.”
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With the new strategic collaboration agreement, Druva will be better able to drive partner business for it and AWS, Brower said.
“We will be in a better position to help our channel partners and OEMs understand the Druva Resiliency Cloud on AWS,” he said.
The expanded relationship is important when talking to customers who have not yet experienced Druva, said Suresh Suseendran, CIO of Arrosoft Solutions, an Iselin, N.J.-based MSP that has worked with Druva for about a year and with AWS for eight or nine years.
Druva has had a long-term good relationship with AWS, Suseendran told CRN.
“This fits our strategy with customers looking for a more stable platform and increased ransomware protection. This especially strengthens our story with new Druva customers and makes it easier for us to talk with them about the ability to protect data on AWS without paying the egress fees. This gives them a secure data set, no opening for outside access, ransomware protection and ease of deployment.”
Druva’s primary data protection landing zone is on AWS, Suseendran said.
About 80 percent to 85 percent of Druva’s revenue comes from indirect channels, including via the AWS Marketplace and its OEM relationship with Dell Technologies, Brower said.
Dell is an investor in Druva.
AWS is cognizant of the importance of ISV partners like Druva, which has a CPPO, or consulting partner private offers, relationship that makes its technology available on the AWS Marketplace, Brower said.
“There’s a lot of talk about how AWS has reinvigorated its channel program,” he said. “Our [agreement] is really a fundamental part of how we go forward to drive our growth and AWS growth. This is a great place to be in.”