Sanovi Ramps Up DRAS Strategy

Sanovi Ramps Up DRAS Strategy

November 15, 2008 By sanovi

US-based Sanovi Technologies has announced its intentions to boost its now operational Disaster Recovery as a Service (DRAS) model. The service, says Sanovi, has been designed and is actively offered since the last quarter. US-based Sanovi Technologies has announced its intentions to boost its now operational Disaster Recovery as a Service (DRAS) model. The service, says Sanovi, has been designed and is actively offered since the last quarter. Based on the SaaS model, DRAS is reportedly going to be an important market for the company. Sanovi intends to approach this market through service providers. As part of the DRAS strategy, Sanovi is now on the verge of signing on the dotted line with a couple of Managed Services Providers in India, the names of which the company declined to comment at the moment. Wipro, a Tier I partner, is also now going to be a part of the DRAS strategy. The company is targeting mid-size organizations as its key customers. Rahul Guha, Director Channels – APAC, Sanovi Technologies, observed, “There is tremendous scope in the core mid-market, which is extremely price conscious, and wants some kind of DR mechanism going for them either as a monitoring tool or a tool that can look at very important recovery applications.” Lakshman Narayanaswamy, Vice President- Product Management, Sanovi Technologies, reflected that organizations were now increasingly moving towards the Cloud Computing model, and that this was a very strategic move for the company to address a larger market. He said, “A couple of drivers are instrumental for this – firstly, the capex-opex debate in many companies, which want to optimize costs on their core competence. Secondly, there is a natural push in the market with the value adds that service providers want to push, which include services such as DR.” Sanovi is confident that even from a product perspective, DRAS would enable the company to introduce a whole range of innovations at the back-end. Narayanaswamy said, “We would be constantly pushing the enveloping in domain knowledge, in order to add value, which is a big plus while rendering a service instead of a mere product.” As part of the customer deliverables for DRAS, Sanovi plans to use a mix of the onsite (CPE) and central and remote management models for ‘optimization’. Incidentally, since the last year the company has reportedly graduated to a ‘leveraged model’, meaning that strategic alliances and reseller partnerships would be areas of focus now to go to market effectively. Guha observed, “It was a conscious decision for the company to explore partnerships.” Sanovi has signed up with a number of Tier I SI partners in India for the purpose. HP and IBM are also collaborators of Sanovi, the company now being part of these vendors’ different partner programs in various capacities. On the Tier II front, Sanovi has also signed up with local SIs such as Gemini Communication and Omnitech Solutions, amongst others, to increase its market reach. Guha said, “It is not numbers, but the quality that would help us make the requisite impact.”