Iron Mountain Doubles Down on Channel Sales, Eyes SaaS Future
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By Rachel Kim, world-today-news.com
Published: October 26, 2023
Iron Mountain, a leading specialist in storage and data management, is making a significant strategic shift towards channel sales.After launching its inaugural partner program earlier this year, the company is experiencing a surge in interest from resellers and is responding by evolving its sales model.
“as we started the partner program at the begining of the year, the inquiries from resellers have risen sharply,” explains abdeslam Afras, Iron Mountain’s channel chief. This demand is driving the company to move from a direct-to-reseller approach to a two-tier distribution model, enhancing channel accessibility and support.
Expanding Distribution Network
To facilitate this expansion, iron Mountain has partnered with Value Added Distributor (VAD) SOS Software Service to serve Value Added Resellers (VARs) in southern Germany. Long-standing partner FSC will continue to handle distribution for northern Germany. afras emphasized FSC’s reliability and consistent generation of new projects, despite ongoing discussions regarding the future of their joint venture.
This distribution strategy isn’t limited to VARs. Iron Mountain is actively seeking a partner specializing in Software as a Service (SaaS) to support Managed Service Providers (MSPs) and hosting partners. Afras believes the future of Iron Mountain lies in the hosting concept, noting a clear trend of partners transitioning from traditional license-based models to SaaS.
A Growing SaaS Portfolio
Iron Mountain currently offers partners a portfolio of seven saas products, covering a complete range of data protection needs. These include solutions for backup and recovery, security, archiving, and disaster recovery.The company is poised to further strengthen its offerings by expanding the “Data Protection suite” – a combination of its “Datadefense” and “Connected Backup” technologies – to incorporate the server backup solution “Live Vault” in the coming weeks.
This move underscores Iron Mountain’s commitment to providing partners with a robust and versatile suite of tools to address the evolving demands of the data management landscape.
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