We are not averse to channel expansion and are always on the lookout for like-minded partners

SMB customers in B and C class cities are becoming more aware of the need
for DR, their business process require critical IT applications to be upgraded

What is your products and solution portfolio?

Sanovi Technologies is the leader in disaster recovery (DR) and business
continuity space. Sanovi is widely recognized as the specialist when it comes to
aligning DR infrastructure with recovery time objectives (RTO) and recovery
point objectives (RPO).

Sanovi DRM 3.1, the most recent version of Sanovi DR product, combines
monitoring, reporting, testing and workflow automation capabilities of complex
IT infrastructure into a scalable, easy-to-use solution, built on industry
standards. The result is a unified disaster recovery management product family
that delivers DR readiness validation and offers clear business and operational
advantages.

In addition, Sanovi offers managed DR services as a comprehensive solution
that is based on Sanovi's proven DRM software. Leveraging monitoring, automation
and reporting capabilities of the software, the service covers the life-cycle of
a DR solution. The service enabled by the software, includes DR metrics plus
health monitoring and industry best practices recovery automation for
off-the-shelf applications and databases.

With how many partners, do you operate?

Our sales strategy is leveraged and partner driven. We form relationship
with selected partners for the various market segments and invest heavily on
their success.

Partners who have a proven track record in the enterprise space and in
verticals like banking and manufacturing in the SMB space are our kind of
partners. Large SIs, VARs, ISVs, data center providers and MSPs are currently
engaged with us.

DR is a big opportunity for channel partners to offer solutions and bring
value to customers. Channel partners must become aware of drivers for DR such as
regulations and business drivers for enterprise class products. The channel can
then engage the customer, raise awareness about the challenges in having a DR
that works and offer solutions to customer.

What are your key partner programs?

Sanovi's DR cloud partner program offer is a very attractive package for
partners. As part of this program Sanovi offers partners sales training, basic
and advance technical DR training and sales support to qualify and close
opportunities.

How can partners derive maximum benefits from your association?

Sanovi DRM product offers a huge competitive edge to a partners offering.
Further, most customers want customization of the product to meet their specific
business needs, this presents a very attractive opportunity for additional
services revenue to the partner. We encourage partners to invest resources and
gain competence in Sanovi's technology and this then positions them as a
complete solution provider to their end customers.

What are your new initiatives for SIs, ISVs, VADs, resellers and platform
providers?

Sanovi DR cloud partner program is aimed at SI and resellers, the program is
very compelling and enables the partner to offer competencies and solutions in
DR.

What are the criteria to become your certified partner?

Sanovi is always in search of 'Trusted' partners who can understand the
complexities of the DR environment and can pass on the same understanding to the
customers. To provide complete solutions is the motto of Sanovi and we want to
work with the organizations who have same motto like ours and expertise in the
enterprise segment. The dedication and commitment to provide complete solutions
is the pre-requisite to become a partner.

How do you offer educational training and technical support to your
partners?

Sanovi University is comprehensive DR training initiative that offers partners
basic and advanced courses in DR management competencies. The training includes
classroom and hand-on lab based training that gives participants a solid
background in DR management.

What is your business strategy for markets in tier-2 and tier-3 cities?

We are focusing on partner relationships to reach customers in tier-2 and
tier-3 cities. We are investing in DR education and awareness so that there is a
buildup of demand in the market that our various partners can fulfill.

SMB customers in B and C-class cities are becoming more aware of the need for
DR, their business process require critical IT applications to be upgraded.
Co-operative banks are a good example of customers that are best served by
partners that have good relationships with their partners.

What are your channel expansion plans and growth targets for 2011?

Over the next year, we are looking at consolidating our existing channel
network and empowering them to increase the revenues by at least 100 percent. We
are not averse to channel expansion and are always on the lookout for
like-minded partners but consolidation will be our focus in the coming year.

Muntazir Abbas

muntazira@cybermedia.co.in