News in the Channel - issue #11

DATA-PROTECTION-AS-A-SERVICE

is growing well ahead of the rest of the IT channel, data protection is not accelerating at the same rate,” he says. “This is despite the huge challenge around managing and securing data from attacks, leakages and breaches, where it’s located in multiple locations and environments. From cloud apps to user devices, organisations now have disparate environments and increasingly face the challenge of external cybersecurity where their data is beyond their control, from digital supply chains and suppliers to social media.” This complexity, allied to the skills gap in IT security and a reduced capacity for more complex projects in IT teams, especially in SMEs, means that passing the proactive management to partners is a “logical step,” he adds. “This also enables partners to offer a more nuanced solution, with a focus on business outcomes and the integration of multiple vendor products. Data security and protection can’t be achieved purely from a single offering and can encompass multiple technologies. This can include encryption for data at rest, data classification to understand what’s important, securing data in transit, and finally data sharing and ensuring IP and information can be effectively shared with partners,

discussions with customers should focus on understanding the specific needs and priorities of the end customer. These conversations should revolve around data protection requirements, compliance obligations, and recovery objectives. Resellers should inquire about the volume and criticality of data, as the right DPaaS solution often depends on these factors. “It’s essential to discuss pricing models, like per-user or per-gigabyte, to align with the customer’s budget and usage patterns. Highlighting the flexibility and scalability of DPaaS can also be valuable, as it allows customers to adapt as their needs evolve. Ultimately, the goal should be to tailor the DPaaS solution to match the customer’s unique circumstances, ensuring they receive the most effective and cost-efficient data protection solution.” Cloud Charlie Smith, consultant solutions engineer at Barracuda Networks, notes that as customers have more data deposited in the cloud, it becomes a natural progression that if the data is sitting in, for example, Microsoft 365, it doesn’t make good business sense to backup all that data and pull it to an on premise backup server because if there is a ransomware attack or something that takes out the local infrastructure, it puts all the cloud backup data at risk as well. “We’re seeing a trend for customers moving into the SaaS world of backup,” he says. “There’s a shift in the market segments too; more SME businesses are shifting to cloud backup

customers or suppliers without risk. “To identify these opportunities, it’s

Building trust is paramount, as resellers should act as trusted advisors, helping clients navigate the complex landscape of data protection. “

essential for partners to understand the risk posture of their customers, and where they have particular requirements – compliance, use of APIs, multiple digital supply chains, or wide use of data stored or accessed through third party cloud apps. Data can often be the source of value in an organisation and leveraging that can help drive competitive advantage – ensuring that any conversation around DPaaS is clearly focused on positive outcomes around data protection rather than just on the potential risk.” Understanding needs Ovi adds that while resellers can tailor DPaaS solutions to their clients’ specific needs, they must also provide education and training to clients. “This ensures they comprehend the value and implementation of DPaaS,” he adds. “Building trust is paramount, as resellers should act as trusted advisors, helping clients navigate the complex landscape of data protection. By delivering value-added services, resellers can foster long-term relationships and thrive in the DPaaS market. “Resellers engaging in DPaaS

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