CloudRecover tweaks distie strategy post-Dicker Data

CloudRecover tweaks distie strategy post-Dicker Data

Goes direct to partners following end of agreement with Dicker Data

Australian private cloud provider, CloudRecover, is going direct to partners following the company’s split with distributor Dicker Data.

Dicker ended its relationship with CloudRecover after the distributor decided to focus on competing vendors Storage Craft and Veritas.

But the company has maintained its relationship with its other distributor Ingram Micro.

The company signed a specialist distribution deal with Hewlett Packard Enterprise in July for cloud delivery of HPE solutions such as storage optimiser, records and content manager, as well as VM Explorer for backup and disaster recovery.

However, until now CloudRecover did the majority of its business through its distribution partners.

CloudRecover managing director, Mac Thompson, said that while the company was going direct with some partners, it was still committed to the relationship with Ingram Micro which began after the distributor acquired Connector Systems earlier this year.

Mac Thompson - Managing Director, CloudRecover
Mac Thompson - Managing Director, CloudRecover

“Partners who have a relationship with Ingram and would prefer to buy through Ingram we will lead through Ingram and any lead that comes through Ingram will naturally lead with Ingram,” he said.

“The resellers that were buying through Dicker will now go directly through us unless they specifically want to buy through Ingram in which case they can.

“Dicker didn’t see the growth in the product and, at the same time they are trying to have more involvement with HPE themselves, whereas Ingram have more of a partnership approach and a revenue sharing approach.

CloudRecover stemmed from the Autonomy business which was acquired by the then HP.

The Autonomy products were a mixture of content management, document management, and big data archiving.

“We spent a lot of time focussing on those and as HP has evolved and divested various products, in particular iManage, we have gone on to continue direct relationships with those products,” Thompson added.

The iManage business was bought back from the then HP in a management buyout in July 2015

“We offer Software-as-a-service (SaaS) and cloud hosting of those products, so we are tied in with the resellers of iManage and provide cloud-based services for those resellers throughout Asia-Pacific," he added.

Thompson said the company is evaluating products on an ongoing basis to see which solutions fit with existing offerings to reseller partners.

“There is a limit to how many we can evaluate at any one time and which we choose to take on but the product mix is evolving and there will be new products coming in the future," he added.

CloudRecover bases all its offerings on its cloud platform which is hosted at the Global switch facility in Sydney.

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Tags Dicker DataIngram MicroCloudrecoverCloud is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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