Local disaster recovery specialist, In Data, is six weeks away from completing a new $700,000 data warehouse on the outskirts of Melbourne.
The expansion is part of the company's plans to recruit 60 small and medium enterprise (SME) clients by the end of the year. Although initially selling direct, an indirect sales channel would be established in order to give In Data more feet on the street, sales and marketing manager, Keith Asher, said.
In Data was formed earlier this year as a subsidiary of IT solutions provider, United Networks. Its focus is to address the lack of business continuity and disaster recovery strategies across Australian businesses.
Asher said its research had shown SMBs were looking for a business continuity and disaster recovery plan. But because many were unable to afford it, they had neglected to put together a suitable solution.
"People don't realise it might cost them more not to have these plans in terms of productivity, credibility and pure dollar value," he said.
In Data has partnered with US disaster recovery specialist, Sonasoft, to provide a services-based solution.
"Selling individual units isn't our focus because the kind of market we're going after doesn't have the skill or infrastructure to implement or manage disaster recovery," Asher said. "We can give organisations 24x7 services because we will have the economies of scale."
Sonasoft vice-president of marketing, Dr Vas Srinivasan, said In Data was an ideal distributor because it employed an ASP model and sold through resellers.
"They have shown commitment, experience and knowledge about our space. Also, they are building a huge data centre to support the project," he said.
In Data and Sonasoft are now looking to ramp up channel activity in Australia. Initial targets included IT and business consultancies outside the heavyweights such as Ernst & Young or PwC, which would be able to recommend Sonasoft and the In Data warehouse to clients.
Similarly, service providers with their own sales forces could include its business continuity strategies into broader IT and business strategies being implemented for their SME clients, Asher said.