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Software supplier Veritas is planning to expand its footprint in the Asia-Pacific (APAC) region, a fast-growing market that it expects would account for a quarter of its revenue by 2025, according to its CEO Bill Coleman.
Speaking to Computer Weekly on the sidelines of Veritas Vision in Las Vegas, Coleman said the company would be upping its investments in the region, particularly in India and Japan.
“There’s no reason why Asia shouldn’t be equal to Europe in terms of revenue by 2025,” he said, adding that APAC currently contributes 18% of Veritas’ revenues. “That’s where the market is growing.”
Having split from Symantec in early 2016, Veritas – known for its backup and recovery software used predominantly by large enterprises – is in the midst of transforming itself into data management software provider.
To support that transition, Veritas has restructured its Sydney office and plans to move its support operations to Pune, India. Coleman said this was necessary to help support new products.
“It’s a good team in Australia, but we ended up with too much [support] capacity for our NetBackup and Enterprise Vault products, and not enough for our new products,” he said, emphasising that Veritas is still committed to the growing markets of Australia and New Zealand.
Noting that restructuring work is also being undertaken to support development of new products, Coleman said Veritas had to reduce its headcount for older products, and hire more staff for its newer products.
Beyond headcount changes, Coleman said the company is also pivoting towards selling systems rather than point products – a shift that has led to changes in its sales processes.
“When you’re making those kinds of changes, there will be people who don’t want to change and learn how to prospect deeply, such as working on pilots for six months,” he said, adding that a third of Veritas’ sales force and more than half of those in sales management have been new hires in the past two years.
Chris Lin, senior vice-president at Veritas Asia-Pacific and Japan, said the organisational changes were anticipated, and that the attrition rate in APAC was “normal and could even be below the market rate”.
Lin added that it was more important for the company to look at what was needed to support customers in its data management remit. “For example, we believe there’s still a lot of complexity [among IT organisations] we have to deal with, and that has led us to invest more in services,” he said.
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Veritas has also established architecture and advisory teams to support enterprises in areas such as information governance, which will affect decisions in software architecture.
Andy Ng, vice-president and head of technology at Veritas Asia-Pacific and Japan, said the consultants will enable Veritas to reach out to C-level stakeholders, beyond traditional IT infrastructure teams that the company has been more accustomed to.
Gurpal Singh, senior market analyst at IDC Asia-Pacific, told Computer Weekly that although Veritas has made good progress over the past year, it needs to partner with more tier-two cloud providers in the region – beyond global cloud suppliers such as Microsoft and Amazon – as part of its move into data management in a multi-cloud, hybrid IT environment.
Lin revealed that Veritas has inked partnerships with cloud providers in China, such as Capital Online, and is in talks with others. “We’re also seeing interest in other markets to establish relationships with local and specialised cloud providers,” he said.