David Friend

President & CEO at Wasabi Technologies
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  • The global coronavirus pandemic is accelerating cloud storage transformations, creating new opportunities for channel partners that focus on almost any technology platform or industry. People are migrating their data to the cloud more now than they ever did before the pandemic. What more than that do you need to say. People are starting to learn it’s a great product for the channel because virtually every company on the face of the earth needs some kind of storage. The storage we sell is simple and easy to understand. It doesn’t take much training to learn to sell the solution and every one of your customers can be a prospect for Wasabi.

    One reason Wasabi has achieved such rapid channel expansion is that its roughly 200 technology partners are introducing it into their own channels. Data backup and disaster recovery providers in particular—companies like Veeam and Rubrik—benefit from jointly going to market with Wasabi to bring down the storage cost on deals. A lot of products, file sharing, video editing, machines that do genomics, you name it, everything needs storage. People are in a rush to move data into the cloud. In general, the channel seems to be playing a very positive role in getting people through the pandemic. I think as the cloud becomes more diverse and complex, the channel is going to play a bigger and bigger role. We kind of bet on the opposite. It will be the job of the channel partner to help the customer put all that together. If the channel can get smart and engage with cloud, it’s going to be a good time for them.