WysDM Software is a leading developer of data protection intelligence solutions. The company was founded in 2001 by technology executives and software engineers from EMC, Goldman Sachs, Merrill Lynch and Micromuse. The companys vision of Data Protection Intelligence is enabled using its patent-pending Cross-Domain Correlation technology. This technology analyses information collected from network, storage, system and application domains to provide IT teams with real-time data protection intelligence describing what happened, what's happening now and what may happen. Jim McDonald (pictured left), the companys chief technology officer talks to IT Reseller.
Q: Jim thanks for taking the time to take part in this Q&A session. Can we begin with looking at how WysDM goes to market?
A: WysDM Software is focused on creating a channel-based route to market. It does have direct sales staff, who work with specific accounts, as well as acting as a focal point for channel interaction. However the preferred method of sale is through the channel. Half of WysDMs sales today come from channel partners; the aim is for 80 per cent of its sales to be through channel partners within two years. WysDM is also working with hardware and software manufacturers to provide OEM versions of its software, with which it expects to increase its channel reach. The first such product, EMC Backup Advisor, is already available to all EMC channel partners.
Q: How do you view the current state of the European market for your technology?
A: There are two key areas of the European market that are addressed with our software. The first is the ability to provide clear and accurate reporting and analysis on backup operations. With the introduction of more and more data retention legislation across Europe it is now critical that companies fully understand what data is protected and what isnt, and where any potential business exposure may lie. This is especially important in areas such as telecommunications and finance, where external regulatory requirements are much more onerous than they were a few years ago and penalties, both financial and criminal, have also increased significantly.
The second is the ability to provide information suitable for service provision, either internally or externally. Many businesses have looked to providing internal chargeback and service level agreements between departments as a way of controlling costs, but few have managed to implement a working solution that meets company requirements. Our software provides companies with the ability to track resource utilisation and service level adherence to provide a basis for chargeback and hence cost control.
As can be seen from the above areas, the target market for WysDM covers the SME, as well as the high-end enterprise companies, as they are all struggling with such issues and have yet to find a product that can resolve them.
Q: Do you need to expand your current channels? If so, what kinds of partners are you looking for?
A: WysDM Software is keen to expand its existing channel relationships where it makes sense to both WysDM and the specific channel partner. It is interested in channels that are focused on the storage market, as well as select verticals. WysDM is also interested in partnering with channels that provide both storage assessments and managed services.
Q: How will you support them?
A: WysDM Software has a full channel programme in place including technical and sales training, pre- and post-sales support and sales collateral. It also provides on-site support for initial installations and provides demonstration copies of its software for presentation labs and on-site demonstrations.