Cementing data centre solutions

Asit Ahuja, director and CEO at Cerebra Middle East, talks about the company’s channel plans for its data protection, business continuity (BC) and disaster recovery (DR) business.

Tags: Cerebra Middle East FZCO (www.cerebra-me.com)
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Cementing data centre solutions
By  Manda Banda Published  March 15, 2013

Asit Ahuja, director and CEO at Cerebra Middle East, talks about the company’s channel plans for its data protection, business continuity (BC) and disaster recovery (DR) business.

CME: Talk us through what Cerebra Middle East focus will be in 2013?

AA: The key focus for this year will be on channel growth and enablement. Cerebra will be working very closely with reseller partners to bring to them best-in-class data centre solutions. We will not only be rolling out an exciting partner programme in the near future, but also add value to specific vertical solutions.

CME: How is the company helping channel partners to focus more on data protection, BC and DR?

AA: We have always strived to be the extended arm of our vendor partners. As a distributor, we add value to all the vendor products on data protection, BC and DR with the following key initiatives for resellers: training and channel enablement, pre-sales assistance, technical support and post-sales support, proof of concepts (PoC) and joint knowledge-based marketing initiatives.

CME: Which vendor partners does Cerebra represent in the three technology areas in the Middle East market?

AA: One of our focused vendor partners, FalconStor, has a reputation to be one of the most innovative companies in the data protection, BC and DR space. However, we do carry end-to-end solutions from Fujitsu in all the above mentioned domains.

CME: With more businesses in the region focusing on data protection, BC and DR, how should resellers guide their end-user clients through a maze of choices available them?

AA: The main issue in BC and DR is no longer merely related to the attainment of higher rates of availability. The main focus is to concentrate on the level of deployment within the enterprise. Resellers need to ensure that their customers get the correct solutions with ease of use, investment protection and appropriate support.

CME: What are your resellers finding challenging in the Middle East when delivering BC and DR solutions?

AA: We have learned, through our experience and surveys conducted by reputable organisations that BC and DR planning has until recently, not been on the top priority list of most of the businesses in the region. Our resellers generally find it difficult to justify the kind of investment required for providing complex BC and DR solutions to the end-users.

CME: Are SMBs and enterprises investing in the three areas?

AA: The SMB segment over the years did not give much importance to making an investment into data protection, BC and DR solutions. The global events in the past few years, natural or otherwise, have pushed concern in most SMBs that a data protection strategy is crucial for their business. Further to this vendors have realised the huge business potential in this segment and have rolled out affordable products and solutions to meet the needs SMBs.

CME: What is Cerebra doing to empower its channel ecosystem in data protection, BC and DR?

AA: We have always encouraged our channel to invest in the interest of their customers by providing the best in class solutions at attractive total cost of ownership. Our product and marketing teams are continuously helping our partners to roll out regular initiatives for their clients.

CME: What will be the key driver for data protection, BC and DR solutions in 2013?

AA: With the exponential growth of data, it has become a challenge to keep data secure and available to meet round the clock demands. This year, we are going to see greater emphasis on information security, data protection, surveillance security, BC and DR.

CME: How should solution providers capitalise on these growth drivers in the Middle East?

AA: The easiest and best way for resellers that want to capitalise on this opportunity is to update their solution offerings and skill sets to meet these requirements. Only resellers who realise this will be able to capitalise on opportunities that are emerging in the market.

CME: What can your channel partners expect from Cerebra Middle East this year?

AA: It is our endeavor to enhance our solution portfolio in accordance with the requirements of our channel partners and we are already in discussions with some vendors to incorporate some complimenting technologies in our solutions mix. We are in the process of adding certain technologies in the backup and archive application, virtualisation, data loss prevention (DLP) and information security space.

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