Backup Technology Lands More Sales and Maximizes Profitability with Hitachi Vantara Partnership

Overview

Challenge

• Help customers protect growing data volumes while maximizing Backup Technology’s profitability.

Solution

• Partnering with Hitachi Vantara helps Backup Technology deliver efficient, reliable and scalable data protection services.

Outcome

• No outages since the partnership began
• Maximizes profitability
• Secures higher value for customers
• Boosts competitive advantage

Challenge

Protecting unstructured data for security-conscious customers

Data growth is an ongoing challenge for nearly every business — particularly unstructured data, which typically makes up 70% of an organization’s total data volume. Although some of this data may be read once and never accessed again, it must all be securely stored and readily available, just in case it is required.

Backup Technology helps companies address their data challenges with cloud-based backup and disaster recovery (DR) solutions. “The growth in unstructured data is an increasing burden for IT departments, which are often already struggling to achieve more with fewer resources,” says Mike Colesante, director of U.S. Sales at Backup Technology. “Organizations don’t want to outsource everything, but backup and DR is a great way to start leveraging the cloud, and that’s where we come in.”

With three locations in the U.S. and 18 sites globally across Europe, the U.K. and Australasia, Backup Technology helps a wide range of customers protect their data in a cost-effective and efficient manner. Its customers span multiple sectors, with a focus on those with a security-conscious mindset such as healthcare, manufacturing and oil and gas industries. In total, the company safeguards more than 15 petabytes of data on behalf of its customers.

Backup Technology aims to make backup and DR as simple as possible, so customers can focus on revenue generation and competitive advantage. “Our customers want backup overhead to be as low as possible, while having the assurance that they can recover quickly when needed,” says Colesante. “Our offerings are based on providing enterprise-level DR solutions in a multi-tenancy environment to make them affordable.”

To protect Backup Technology’s bottom line, the company needs to invest in reliable solutions that minimize the time and effort required to retain high service levels. “In the past, we’ve had issues with storage solutions we were using, which meant lost time and the risk of lost data. To avoid this, we recognized it was worth investing in the highest quality products,” adds Colesante.

Solution

Reliable backup solutions based on HCP

Backup Technology started working with Hitachi Vantara in 2010 as a Hitachi Cloud Service Provider (CSP) partner. “We selected Hitachi Vantara because their solutions are extremely reliable and their approach to security and data governance is second-to-none,” says Colesante. “Over the years the support has proven to be amazing, and it’s a partnership that gives us instant credibility with potential and existing customers.”

Backup Technology has developed five cloud hosted as-a-service offerings that leverage Hitachi Vantara technologies. With Hitachi Content Platform (HCP) as the foundation, Backup Technology provides tiering archive, file anywhere, data protection, cloud storage and disaster recovery services that can complete any customer opportunity where hybrid cloud is a requirement. In total, nearly two dozen customers rely on the company’s HCP-based solutions for object storage, with data volumes ranging from five to 200 TB.

Working with Hitachi Vantara ensures that Backup Technology can provide dependable and responsive services, as Colesante confirms, “The pre-sales team is very supportive and always available to answer customer queries or help out when we need specialist expertise. It’s also helped us catalog our offerings, which improves scalability and optimizes our services.”

Backup Technology is currently rolling out Hitachi Content Platform Gateway to help its customers protect user data across the digital workplace — whether that’s in an office or at home. “In response to COVID-19, many companies have had to rapidly change the way users access data,” explains Colesante. “IT departments need to take back control of how data is shared and protected, and we’ll be able to help them achieve that with HCP Gateway.”

Outcome

Growing the business faster with the power of partnership

By working with Hitachi Vantara, Backup Technology is able to provide its customers with reliable, scalable and cost-effective cloud-based backup and DR services. “We haven’t had an outage in the 10 years that we’ve used Hitachi Vantara solutions,” comments Colesante. “They’re straightforward to manage so we can provide exemplary service levels without excessive time and effort, which maximizes our profitability.”

But the partnership is not just about efficiency and being able to help customers recover their data quickly in the event of an incident. “Hitachi Vantara’s reputation precedes us. Showing that we partner with the best technology in the industry helps us overcome objections and secure more deals,” reveals Colesante.

Backup Technology has also been able to strengthen relationships with its existing customers. For example, it might start by delivering a backup service, then suggest a cloud solution based on HCP Gateway when the customer is considering investing in a new network attached storage (NAS). By helping its customers leverage the cloud, Backup Technology enables them to scale faster and avoid buying more storage than they need. “With Hitachi Vantara we can land and expand more deals,” concludes Colesante. “Our ability to provide the company’s enterprise-level solutions to our customers underpins our competitive advantage and helps us grow the business.”