Interview
ARCTERA AND WHAT RESELLERS NEED TO KNOW
Michael Gray is the global vice president of channel and alliances at
Arctera, where he spearheads the company’s worldwide partnership strategy and drives growth through key channel and alliance relationships. Here, he discusses what Arctera’s recent separation from Veritas means for resellers.
C
an you elaborate on the new opportunities and challenges Arctera faces as an independent company?
Arctera and our partners empower organisations to access, trust and illuminate their data. As an independent company, Arctera is well-positioned to capitalise on the growing demand for data compliance, data resilience, and data protection. For instance, the global data compliance market is expected to reach $20 billion by 2025, driven by stricter regulations like GDPR and CCPA, which require organisations to maintain secure and compliant data practices. Tis creates a significant opportunity for Arctera to deliver specialised solutions to meet these evolving compliance needs. Similarly, the increasing reliance on cloud-based services and the rising frequency of cyber threats offer strong growth potential in the data resilience and protection markets, allowing Arctera to lead with robust, integrated solutions across these critical areas. Sometimes, in huge companies, one product line becomes the
‘star’, and regardless of the success of the other lines of business, the focus will always be on that star. Taking that product line out of the equation leaves an ensemble cast where each business unit can take centre stage and shine. Te separation of Arctera enables us to focus on three hugely
successful business units that are independently recognised as industry leaders. Under our leadership team, which oversees a workforce of over 1,500 globally, our singular focus will be on delivering the best in data management.
20 | March/April 2025 In 2025, we intend to bring significant new features
to market for each of our businesses. As a result, our partners and customers can expect innovation in the following areas. • Data compliance: modernisation of platform; expansion of comms channels; information governance for AI workloads.
• Data resilience: expansion of Cloud and Kubernetes capabilities; deepened cyber resilience; managed services offering with partners.
• Data protection: digital try/buy/renew; further expansion in SME segment; deepened cyber and cloud/SaaS capabilities.
Can you tell us more about the Arctera partner programme? Since day one, our priority has been to minimise disruption to our partners while enhancing the way we work together. We understand the importance of continuity, especially regarding the relationships we’ve built. That’s why we’ve focused on making our transition seamless. At the same time, we’ve worked hard to enhance our partner programme to make it easier to do business with us and make it more profitable for our partners. For example, we’ve increased our opportunity registration (OR) rebates and eliminated many of the exclusions partners may have encountered in the past. These changes are designed to provide partners with more margin and more flexibility. We’ve added three new partner incentive programmes to help our partners identify and drive new opportunities across each solution area.
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