01732 759725 24 DATA BACKUP Rebranded data backup and recovery company launches first global partner programme to power next stage of growth called Recover, is our bread and butter. But we have instances where we start with our Archiving product, because somebody has a challenge with their SaaS application. They might be spending too much money on storage or have a compliance requirement to keep that data for a long period of time. They'll start there and then over time they might buy our backup and recovery product or look at our secure product for posture management as well.” Because of its origins, some of Own Company’s expanded capabilities across Data Security, Data Seeding and Data Archiving are still only available for the Salesforce ecosystem. However, Archer says the intention is to extend these to other applications as well. “From a roadmap perspective, our Salesforce ecosystem is the most robust because we've been doing that for many years now. But the goal is to have a very similar offering of modules in every ecosystem.” Archer points out that the ability to address multiple SaaS ecosystems with an expanded product offering is moving the company towards its goal of becoming a leading provider of data protection services for all mission-critical SaaS applications, enabling customers to take ownership of and make the most of their data. Hence the new company motto – ‘It’s their platform. It’s your data. Own it’. Technology partnerships As part of this strategy, Own Company is also extending its reach through partnerships with technology vendors and ISVs like Veeva CRM; nCino cloud-based banking software; Copado, which is integrating Own Company Backup & Recovery with its DevOps platform; and, since last March, data management and security company Cohesity. The latter is significant because it enables Own Company and Cohesity to combine their strengths and offer joint customers consolidated data protection for on-premises systems and SaaS workloads, including Microsoft 365, Salesforce, Microsoft Dynamics and ServiceNow, with a choice of back-up environments (on-premises or fully managed cloud) and the ability to view and manage on-premises and SaaS backup data side-by-side. “There’s a tonne of traditional on-prem providers of data protection services and they do a great job,” says Archer. “But data protection is very different in the SaaS world, and SaaS applications are our specialty and our value prop there is very unique. We provide benefits to customers in areas where a lot of the on-prem providers don't have an offering today or one’s that only very limited.” He adds: “We talk to our customers all the time and we have customer advisory boards giving us guidance on what SaaS ecosystem partners to work with next. We have a pretty nice pipeline of different partners that we're going to be working with over the next few years.” Channel push In addition to its vendor partnerships, Own Company is developing stronger ties with resellers and system integrators, including ecosystem specialists and regional and global partners that have expertise across all environments. Archer points out that while Own Company has worked with partners for many years alongside its direct business model, the channel is becoming more important as the company shifts its focus from direct sales to a partner-first model. Hence the launch of its first global partner programme, which he says has been designed to reward partners that invest in their relationship with Own Company. “On the channel side of things, we're not going to sign up lots and lots of partners. Our goal is to have fewer partners Own Company, the new name for OwnBackUp, is a renowned data backup and recovery provider that automatically backs up and secures customers’ SaaS data in AWS. Founded in 2015, its roots lie in managing, backing up and securing data from the Salesforce ecosystem. This environment still accounts for more than 90% of the company’s $200 million-plus in annual recurring revenue (ARR), but Own Company also provides solutions and services for SaaS applications in other ecosystems, notably Microsoft Dynamics 365 and ServiceNow. Own Company’s product portfolio covers five main areas – Backup & Recovery, Data Security, Data Seeding, Data Archiving and, most recently, Data Discovery. The last, following October’s launch of Own Discover, enables customers to access historical SaaS data to identify trends and insights, train AI large language models (LLMs) and export data to other systems. For now, Backup & Recovery remains Own Company’s flagship offering and the starting point for the vast majority of its nearly 7,000 customers – although not all of them, as John Henry Archer, Senior Director, Partner Channels at Own Company, points out. “Our backup and recovery product, Extending its reach John Henry Archer
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