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Channel key as Iland sees Australian growth momentum

Channel key as Iland sees Australian growth momentum

Keen to hire more sales and support staff

Dante Orsini (Iland)

Dante Orsini (Iland)

Global cloud service provider Iland has experienced steady growth in the Australian market since launching a presence in Sydney, just over a year ago.

Iland senior vice president of business development, Dante Orsini, was recently in town to discuss the growth momentum locally.

“The team is 100 per cent channel driven, and we’ve signed a little over 30 partners in the past year," Orsini said. "We are looking to grow that, but we want to find the right partners, and we want partners that are going to build a long term sustainable business with cloud."

Iland's suite of secure cloud services, based on its Secure Cloud platform, focuses on production hosting, disaster recovery-as-a-service and back-up-as-a-service.

To complement its Sydney data centre location the vendor launched a second data centre in Melbourne -- also on NextDC -- in November, providing customers the option to replicate and back-up Iland cloud services between the two cities.

This marks the ninth global data centre for the vendor, complementing its existing cloud regions in Singapore, EMEA and US.

Orsini said the business currently has an open headcount to add more sales, support, engineering and account management resources to its team of six in Australia.

“Our global customers have helped drive us into the market, and we very quickly established a presence with a team for support, sales and marketing, account management, and we’re now really growing it,” he said. “We’re trying to find the right talent, it’s a global challenge."

Orsini said the partner community has an opportunity to act as a conduit between the cloud provider, and the customer, and helping to combat challenges within the cloud space. The vendor’s channel route involves managed service providers, resellers and consultants.

“We’re not claiming to be everything, there’s just three things we do really well,” he said. “We want to lead the industry in transparency and make sure that end-users have complete visibility into everything associated with performance.

“Putting a partner in a position to understand the value proposition and where we play, and being able to align that with their customer, is really important."

In 2011, Iland built up its LabEngine, which is used to help deploy and scale virtual environments for training, demos, beta testing and proof of concepts in cloud environments.

“We developed our own cloud assessment applications that partners can use looking at what will work for specific use cases, what they’re trying to build and understand the effectiveness on the network,” Orsini added.


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