Arcserve, a long-time provider of data protection software, appliances and cloud services, has appointed Sue Fossnes to the company’s channel director for North America.
Fossnes says her immediate goal is not to change the Arcserve channel program as much as it is to make more partners aware of the benefits the program provides.
Arcserve earlier this year launched an Arcserve Accelerate channel program shortly after naming a new leadership team that revamped a previous existing channel program that had been developed when Arcserve was part of Computer Associates. Arcserve claims that partners see anywhere from 20 to 40 percent margins on product sales and that early participants in the Arcserve Accelerate program already see a 300 percent increase in average order value month-over-month.
“We have a good partner program,” says Fossnes. “We need to make more partners aware of it.”
Arcserve became an independent company two years go after being spun out of Computer Associates with the aid of funding from venture capitalists.
Before joining Arcservce, Fossnes has held channel positions at McAfee, Fossnes served as leader of global partner programs for McAfee, eSentire, Inc., and Symantec.
While Arcserve has a storied history in data protection competition across the sector has never been fiercer. Rather than contracting, each year new vendors emerge. At the same time, pricing comes under pressure as more players enter the category. There’s also a marked shift towards cloud-based data protection solutions that have required partners to adjust to new business models involving recurring revenues generated by data hosted in the cloud. That shift is also now starting to drive a spike in demand for disaster recovery-as-a-service (DRaaS) offerings that enable organizations to be back up and running in the event of a service disruption in a matter of minutes.
Finally, on the horizon there a new generation of cloud-based applications based on microservices that while more resilient than traditional monolithic applications still require a unique approach to protecting data running on Kubernetes clusters.
Put it all together and it’s apparent, going into 2019, that when it comes to data protection partners will have no shortage of challenges and opportunities to address.
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