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Online backup vendor targets the small enterprise market

Company announces new partner program and administrative console to support its channel

KineticD, a Toronto-based online backup, recovery and data access service solution vendor, has launched a new channel program in an effort to beef up its partner community.

The company was formed in 2003 as Data Deposit Box and underwent a rebranding two years ago to become KineticD, said CEO Jamie Brenzel.

“We started the company focusing on online backup for micro small businesses,” he said. “With the recent acquisition of Robobak, an online data storage vendor (three months ago), we’re now able to go further up the micro small business chain to get a foothold in the small enterprise space. Before, our customer sweet spot was between one to 20 employees. Now it’s expanded to be one to 1,000.”

Brenzel said the company delivers its solutions using a 100 per cent software-as-a-service (SaaS) model. The solutions offer backup, recovery and data access services for PCs, laptops and servers through a cloud environment.

Today, about 40 per cent of the company’s overall revenue go through channel partners. However, within the next year Brenzel hopes this will increase to 60 per cent. His three-year plan is to see 80 per cent of the company’s business delivered through partners.

To better support its partners, KineticD has introduced a new tiered channel program based on partner revenue. Partners will receive access to training, reseller guides and marketing materials. The company is also providing its partners with access to its Partner Administrative Console, which helps with automation and scalability.

“The Partner Administrative Console is a specific Web portal that gives partners the ability to provision their own customers,” Brenzel said. “Partners can also monitor their customer base and any alerts that would traditionally go to end-customers can now go to partners. It also provides more flexible billing options for partners.”

Today, the company has roughly 1,000 resellers, 20 original equipment manufacturer partners and 50 managed service providers. In Canada, KineticD has about 300 resellers and is seeking more, Brenzel said.

Margins for its solutions are in the double-digit range and its SaaS offerings allow partners to license the software on a monthly or subscription basis, hosted inside their own data centre, or the software can be licensed in conjunction with a cloud offering from Amazon or Rackspace, he added.