Unitrends inks deal with Tech Data for U.S. broadline distribution

Bob Gagnon
Vice President of Channel Sales

Unitrends, which makes integrated archiving, instant recovery and disaster recovery solutions, has announced it has signed on Tech Data to distribute Unitrends’ entire product portfolio of physical and virtual backup and recovery appliances to resellers in the U.S. This includes Unitrends Enterprise Backup, the company’s software-only backup and recovery virtual appliance, and Unitrends Recovery Series, its family of scalable backup and recovery physical appliances.

“Since 2009-10, we have upgraded our products and our growth has been on an 80-100% track year over year,” said Bob Gagnon, vice president of Channel Sales at Unitrends. Approximately 70% of their business goes through the channel, and the inside sales team is compensated to work with partners.

“The channel is the largest opportunity generator for the company,” Gagnon said. “We have about 500 partners, including some bigger national ones like CDW.”

In a market full of backup providers, Gagnon said Unitrends has a couple of advantages.

“We are different because we are a one-stop shop with integrated offerings,” he said. “We also cover many operating systems. We can handle different environments, besides Windows and Linux, and we tend to win those deals where that’s important.” Gagnon said that Unitrends’ sweet spot is the mid-market and high SMB, and the average selling price of deals is around $17,000.

Before the Tech Data deal, Unitrends’ channel sales were handled through a combination of single-tier distribution, software distributor Lifeboat, and broadline distributor SYNNEX.

“We have had Lifeboat for a while, and they are particularly important in our DMR business,” Gagnon said. Lifeboat is also important to Unitrends’ Canadian sales, and will remain critical there, since the Tech Data deal only covers the U.S.. Gagnon indicated that Unitrends will be pursuing future opportunities with Tech Data in Canada, however.

Gagnon also stressed that the Tech Data relationship will be much deeper than the former relationship with SYNNEX.

“The SYNNEX relationship wasn’t a strategic one for us,” said Gagnon, who indicated he has a long history with Tech Data. “We have an important relationship with Cisco, where we provide Unified Data Protection for the Cisco UCS, and while SYNNEX does not have any synergies with Cisco, Tech Data has a build-to-order relationship with them.

“We are also launching an MSP program, Unitrends Backup,  and Tech Data’s StreamOne is very strategic  for that,” Gagnon added. “That was the other big draw for us with Tech Data.”

Gagnon indicated that Unitrends will fill some gaps for Tech Data, which does not offer products like Barracuda, AppAssure or Veeam, which cover the same space as Unitrends.

“Tech Data was very interested in us for this reason,” he said.

To kick off the partnership, Unitrends and Tech Data are running a limited-time promotion for end users. As of now, any company that purchases a Cisco UCS server from a Tech Data reseller will receive a free, 5 TB license of Unitrends Enterprise Backup, worth $24,000 in value. The software comes preloaded on a USB drive – which is included inside the box – for easy set-up and deployment.

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