Actifio hunts VARs after closing mega funding deal

Virtualised backup firm looks to beef up channel presence in the UK

Virtualisation startup Actifio is looking to swell its VAR ranks in the UK after closing a $100m (£60m) funding deal which it hopes will be the foundation for rapid global growth.

The US-based firm was founded five years ago and specialises in copy data virtualisation, which sees it create a single "golden copy" of customers' data in order to free up their storage space and reduce the cost of running multiple sets of the same data.

According to IDC, last year companies across the world spent about $44bn on unnecessarily storing multiple copies of data – a cost Actifio claims it can cut with its technology.

The company has offices in Japan, Korea and Australia as well as across Europe and in the US. It has had a London base almost since it launched, but after snapping up a fresh round of funding is looking to boost its UK channel presence.

Actifio secured the $100m funding round which was led by Tiger Capital Management and involved North Bridge, Greylock, Advanced Technology Ventures, Andreessen Horowitx and Technology Crossover Ventures.

The firm hopes the funding will help propel growth in the coming months, after ending 2013 with 182 per cent annual bookings growth.

Actifio works entirely through the channel and its vice president for global business partners, Mike McClurg, told CRN that while he thinks partners will drive future growth, he only wants to sign those truly committed to his firm's tech.

"The channel is our ‘special forces'," he said. "We are only as good as the individuals we're engaging with. What we're asking our sales team to do is have a relationship with around six partners who they can map accounts with. It's about deep account planning and a very mutual relationship.

"We will only build the channel capacity around how many [partners] we need in the field and how many love Actifio, wear the orange T-shirts and are fired up to sell Actifio with us!"

The vendor has signed up channel consultancy Exelarate to help find new partners in the UK.

Exelarate managing consultant Peter Raybaud said that taking a focused approach would serve Actifio well in the UK channel.

"We're working with Actifio to focus on selected channel partners who really get it and who understand [Actifio]," he said.

"Typically new partner recruitment proves really challenging for suppliers - managing expectations and making the most of the capabilities of resellers is often mutually challenging. We have found that our approach has made the real difference signals the supplier's intent to establish new partnerships.

"We work with proven structures and adaptable methods, enabling good control and measurement processes, which provide the essential visibility and tracking required by all parties concerned. The business planning activity associated with the relationship is monitored and reviewed on a regular basis to ensure that the focus and continuity is maintained."