technologyreseller.co.uk 25 DATA BACKUP but very, very strategic partners that we do very tight go-to-market motions with and together grow mutually beneficial business.” In this context, he adds that a key requirement for partners is to help educate the market on the need for better SaaS data protection. “Many of our resellers are helping organisations with their global data protection strategy, across different data types. What we’re finding is that while a lot of clients think about data protection and security for traditional on-premises applications, as well as some of the public cloud providers like AWS and Microsoft Azure, there is still a need for organisations to understand the necessity of a data protection strategy for SaaS applications as well. “There’s a misconception that because a SaaS application is in the cloud its data is backed up, but customers are responsible for their own data. If somebody accidentally deletes data, it’s not on the SaaS provider to recover that data. Our resellers are educating our prospects and customers on this need and teaching them how to get the most out of our platform and the data that we back up.” He adds that Own Company’s expanding platform and product portfolio also brings great opportunities for partners to generate additional revenue from services. “We are in the midst of building out blueprints for partner-led services that we've typically done in-house. For example, there’s a tremendous amount of services associated with the remediation of data exposure risks identified by our Data Security product,” he explains. Also on Own Company’s future roadmap are managed services for MSPs. Tiered programme To nurture and strengthen new and existing relationships, Own Company has adopted a tiered model for its partner programme – registered, silver and gold – with specific benefits, rewards and incentives at each level and a focus on rewarding partners throughout the sales cycle rather than just for closed business. Features include: n incentives and financial rewards, such as partner discounting and rebate programmes; n sales and technical training and certifications; n partner support such as deal registration, technical support and customer service resources; and n sales and marketing support, including partner-guided POCs, partnerled service opportunities and access to market development funds (MDF) and marketing campaigns. “From a partner perspective, we’re going to be rolling out a lot of really great things this year,” says Archer. “We're going to do a lot more training and enablement; we're going to have monthly webinars; we're going to have very focused certifications for each ecosystem, which we’ll be working on throughout the year and launching for our gold tier and silver tier partners to make sure there are Own Company experts at each of the partners we invest in and which invest with us; and we're going to continue to invest with partners from a go-to-market perspective with MDF funds. This summer, we're also going to be hosting our inaugural Executive Partner Summit for the top partners that we work with.” Top partners will also sit on a Partner Advisory Council to give feedback on the programme and suggest how it can be improved. “This is our 1.0 version and we're going to continue to make it better and better over time,” says Archer. “I really believe we have the opportunity to build a tonne of momentum in the market with our channel partners. We strongly believe that this is going to be the year of the partner for us and that the launch of our partner programme and having that partner-first motion are going to take us to the next level.” owndata.com/partners
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