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Rubrik has reacted to the changing channel landscape and increased the support it can offer managed service players to make sure partners have the skills for the long term.
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The data management specialist launched an MSP programme at the end of last month taking a graded approach that will allow partners to pay-as-they-grow.
The vendor's Service Delivery Partner programme charges MSPs based on the actual back-end data that has been used rather than front-end, which often includes duplication.
Roland Stritt, director of channels EMEA at Rubrik, said that its goal was to develop programmes for partners to deliver greater support and help MSPs be more profitable.
"Every partner can find where they want to step into the programme and it is divided in stages and we have pure consumption models so that the programnme is not just set up for the really large providers," he said.
"We are looking for a more flexible model and we set up a pay-as-you-grow model so regional and national MSPs can start and then scale up," he added.
He added that MSPs were becoming more important to Rubrik and increasing support for that part of the channel was a major effort being spearheaded by the recently appointed worldwide partner head Randy Schirman.
In his last role at Riverbed Schirman helped develop that vendor's MSP programmes and is looking to do the same at Rubrik.
"We expect service providers to be a strong business in the future. If you look today all of the VARs are having to transform their business models and all of the smart ones know they have to build up their services," added Stritt.
"The managed service piece will be a really strong part of our channel business," he added "It is our goal to help and enable our partners to get involved with this business because we see the shift in the market and they will be critical for our future success."