CommVault is looking to selectively add channel partners as it "aggressively" pursues competitors such as EMC, IBM and Symantec.
The company has flagged an "extensive review, transformation and expansion" of its partner strategy, including a "thorough" review of its distribution model.
The company has appointed Justin Cooper as new channel lead for Australian and New Zealand. He has 25 years' experience in alliance, channel and sales management including 14 years at EMC.
CommVault's distribution model will be scrutinised first, Cooper said. "In the past it's been a volume-based model. What I'm looking for is a value based distribution model," he said.
CommVault will also be looking at its channel partner strategy. "We're after relationships that will enable the partners to grow, as well as CommVault."
He expected this will include adding platinum and gold partners. "My goal is to build selective partner volume, not volume of partners," Cooper said.
CommVault has also announced a new data protection and recovery solution for enterprises and IT-as-a-service providers, which enhances Hitachi's Data Protection Suite. CommVault has an OEM partnership with Hitachi.
Users can "quickly deploy modern snapshot management as a standalone option" using new capacity licensing options, according to a CommVault press release.
CommVault technology has also been used in pre-packaged data centre PODs offered by Distribution Central. Cooper said he expected to see more solutions like PODs as a way of bringing CommVault products to market.
"Customers in the market want to buy as few products as they can and buy more solutions," he said. "[Distribution Central's PODs] are testament to why there is significant growth in market for managed service providers.
"Customers are realising they could spend hours, days and months reviewing specific technology, but really what they want is business value," said Cooper.
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