Datacastle has many MSP partners that use our software to drive a growing endpoint backup service. Over the years, we have learned from them what works and what doesn’t when working with technology partners. Here are the top considerations MSP’s should have when considering a technology partner for an endpoint backup/data protection solution.
True multitenancy: MSP’s have multiple customers and in some cases multiple partners. Your endpoint backup/data protection solution needs true multitenancy from the ground up in order to be successful and match the way you do business. This means that administrative permissions, reporting, policies, encryption key management, data deduplication, and even custom branding need to be supported on a per-customer or even per partner basis.It only takes a few questions of the technology provider to know if the solution possesses true multitenancy or not.
Don’t compete with your technology supplier: Simply ask how much of the partner’s revenues come from direct sales and how much comes from a network of channel partners such as MSP’s. Many technology companies “pivot” to a channel strategy as part of their growth strategy while still keeping their direct sales force in place. Competing with your technology provider is no fun and you will always be at a disadvantage since they now more about their product, the future road map, and can undercut you on price.
The economics make sense: Make sure the total cost of the solution will allow you to have a profitable endpoint backup and data protection practice. This means that not only does the licensing costs need to pencil out, but is the product “quiet in the field” from a support standpoint. How easy is the product to deploy?
Flexible storage and deployment options: For some MSP’s it makes sense to provision the service out of a public cloud such as Microsoft Azure or IBM SoftLayer. Other MSP’s will want to take advantage of their existing infrastructure and host and operate yourself. Make sure you have a solution that provides you that level of flexibility. All of your customers are not the same either. Some of them have good connectivity, some of them are highly dispersed with poor connectivity. Make sure you have hybrid cloud options such as Datacastle’s QuickCache where you can meet the customer’s needs and might even be able to make some add-on revenue.
Datacastle generates over 95% of our revenues from channel partners such as MSP’s. Datacastle RED has been architected from the ground up for channel partners through multitenancy, custom branding, licensing model, flexible storage options, and low cost of deployment/operations. If you are an MSP and looking to expand into endpoint backup and data protection, learn more about Datacastle at www.datacastlered.com .