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Backup specialist targets MSP in distribution

In a market with no dominant player, backup and DR specialist Arcserve is pushing into northern Europe with two rival distributor appointments, with a focus on the MSP sector.

ALSO Finland is now its exclusive distributor in Finland and the Baltics, working with Arcserve for the first time. ALSO Finland Head of Business Solutions, Jukka Kortesniemi said: “There is a growing demand for data backup solutions in Finland, particularly among managed service providers. ALSO Finland has around 250 resellers who buy such services and we think we can get about half to take Arcserve.” Finland is regarded as a stable market, while the Baltics can be classed as emerging, with a much smaller market size, even taken as a whole.

Arcserve has had a successful relationship with ALSO in the central European markets, especially Germany. Taking business from other backup and DR vendors is in the Arcserve plan; ‎Arcserve Northern Europe Sales Director, Giovanni Goduti is targeting those currently selling Symantec and Veeam. “The benefits for resellers include our ability to provide a single solution in place of two or three point products.

He says that the appointment of SEC Datacom as distributor in neighbouring Denmark, Sweden and Norway is logical and right for that market.

From the autumn the portfolio will also include Arcserve’s newest product UDP Appliance which “simplifies disaster recovery for SMB and mid-market organisations, meaning they can set and forget their backup and recovery”. UDP Appliance will be available in EMEA later in the year, and is a major part of the the Arcserve plan to pick up new resellers in the region, particularly in the MSP business area.