Zmanda has launched its flagship offering: the Zmanda Network with the new Amanda Enterprise Edition software.
Zmanda claims to be the only company providing affordable, easy to use, and enterprise-grade business-ready open source software for corporate data protection. The Zmanda Network is a suite of enterprise-ready software and services based on the popular Amanda open source data backup and recovery technology.
“This represents a new revenue opportunity for channel partners as well as a means to be more competitive and meet the growing customer demand for open source infrastructure solutions,” said Ken Sims, vice president of business development and marketing, Zmanda Inc.
“This is a new open source offering to address the very large data protection market opportunity. For smaller VAR/SI partners the real opportunity is to garner consulting revenues for deploying and managing Amanda in the IT infrastructure of mid sized businesses.
“For larger platform vendors, this represents an opportunity to generate more margin on their core products, by providing an open source data protection offering. It also enables them to meet the increasing demand for open source products from business and government organizations.”
The target market is SMBs, departments within larger companies, and new Web tier businesses that have deployed open source technologies to gain competitive advantage.
“We meet companies’ business needs at much lower cost with an open source solution,” said Sims.
“The open source development model and sales model allow us to run our business at a significantly lower cost than conventional software companies. We in turn pass this savings on to our customers.”
When asked what benefits customers receive, Sims listed lower cost, greater control, better quality software, and greater ease of use.
“Open source is incredibly disruptive from a pricing perspective,” he said.
“TCO for customers can be as much as 10 per cent of incumbent offerings. Also, open source solutions provide increased control for users. This is especially true with Amanda, which is the open source backup and recovery solution offered by Zmanda. Solutions can be customized for user’s environments and Amanda leverages a large community to offer broad platform support and improve software quality.”
The company channel strategy is a very important part of its go to market plan.
“Zmanda will engage with channel partners to sell our software and services,” said Sims. “We are not focused on being a distribution channel for other companies.”
It is also actively recruiting regionally focused reseller/integrators to help sell and deploy its product.
“The most important qualification for these companies is that they have deployment expertise in either open source infrastructure or data protection software,” Sims said.
“The goal is ensure successful deployments of Amanda Enterprise Edition backup and recovery software. Partners would be able to resell the Zmanda Network suite of software and services as well as garner any consulting revenues from actually implementing Amanda software. These partners will be an important part of our strategy to address the SMB market.”
In addition, Zmanda will actively engage with potential OEM partners. These OEM partners would primarily be larger companies, such as server or storage vendors or open source companies. Zmanda’s goal is to work with these partners to pursue larger enterprise opportunities. Many of these target OEM customers are beginning to see strong demand for open source solutions from their customers.
“Zmanda is committed to enhancing both the Community and Enterprise versions of Amanda, with a focus on ease of use, security and application support,” said Sims.
“Longer term Zmanda will expand our solution offerings to address other critical areas of data protection such as replication and archiving. The future products all cover the larger data protection market and address well understood business problems such as business continuity and regulatory compliance.”
There are several firms Zmanda considers as competitors in its segment
“Companies like MySQL have offered open source solutions quite successfully in other market segments such as databases,” said Sims.
“There are traditional backup and recovery vendors at the high end of the market, such as EMC and Symantec (Veritas). Then there are niche vendors such as Bakbone and Arkeia that address certain market segments. Another alternative are homegrown backup solutions. One of the truly great benefits of Zmanda is that we are affordable enough to address the low end of the market, yet the product can scale to address very large backup scenarios.”