Channel services firm Oriium pens deal with Arcserve

Oriium to provide a range of services around Arcserve portfolio to its partner base

Channel services player Oriium has signed a deal with data protection vendor Arcserve that will see it deliver a number of services to the channel.

Founded in 1990, Arcserve provides data protection and recovery software for cloud, virtual and physical environments. Last year the firm was spun out of its parent company CA following a buyout by investor Marlin Equity Partners.

Chris Kiaie, Oriium founder, said the company's independence is integral to the new partnership.

"We feel they have really broken the chains and it has given them wings in terms what they can do in the market," he said. "Now they are fairly autonomous, that, for us, is bringing more R&D with innovation.

"The break with CA has been key to allowing Arcserve to develop as a brand and as a product in its own right. What's key is the private equity investment and the commitment from the private equity [backers]."

With the partnership, Oriium will provide a range of services for partners including sales assistance, deployment, post-sale support, and further down the line, managed services, but there will be no product transactions. These services will cover Arcserve's entire data protection portfolio.

"Those partners who can't handle a pre-sales engagement or whatever, Arcserve plugs us into them, and the next thing you know they have an order and a successful implementation supported by Oriium.

"This is about Arcserve accelerating as many partners to be able to deliver to the market."

Arcserve, which has about 7,000 active global partners, operates through distributors Arrow and CMS Distribution in the UK.

Kiaie said the partnership will see Oriium working with its own partner base, as well as through Arrow and CMS Distribution, providing services for resellers on behalf of the distributors.

Kiaie would not say how many resellers he is looking to work with following this agreement, but said he is looking for partners which are more sales and pre-sales focused rather than "mature service organisations".

Giovanni Goduti, northern European sales director at Arcserve, said: "The strategic alliance between Oriium and Arcserve will enable, accelerate and support our rapidly growing UK market.

"Both organisations have a shared focus for quality of service, customer satisfaction and innovation. By combining our market-leading technologies with Oriium's expertise, we will be able to reach more partners, more customers and deliver an excellent customer experience."

Oriium, which is also partnered with Commvault and Imation Nexsan, received fresh investment in June. Kiaie said following this investment the firm is now in"advanced talks" with a number of acquisition targets.

"We are really looking to hit [revenues of] double figures in millions in the next 36 months," Kiaie said.