Case Study

STORServer Offers ‘Tremendous Revenue Growth Opportunity' For Leading Reseller

Reseller Revenue Growth Opportunity

In 1999, Rob Didlake founded Dataedge, a technology reseller focused on data storage and backup solutions for companies that depend on a well-designed infrastructure to run their business.

Didlake spent the previous 10 years as a support engineer for Digital Equipment Corporation (DEC), a major American company in the computer industry from the 1960s to 1990s. Around the same time he left DEC to launch his own company, a group of his colleagues were doing the same, only they were focused on building data backup appliances. Their company eventually became what’s known today as STORServer, a provider of appliances, software and services focused on solving organizations’ backup, archive and disaster recovery challenges.

Didlake was pleased to find that STORServer was selling its solutions exclusively through the channel. He was immediately attracted to the company’s robust set of data protection and recovery solutions that are turnkey, easy to use and easy to deploy to customers. Unlike many of the other backup appliances available, STORServer offers total solution support on both hardware and software.

“I quickly learned that STORServer thinks in terms of enterprise quality when it comes to its backup appliance,” said Didlake. “While other appliance manufacturers don’t scale, users can buy a STORServer Backup Appliance and scale it out without requiring a forklift upgrade.”

Today, Dataedge sells a variety of backup, storage and disaster recovery solutions with STORServer comprising more than half of its business.

Dataedge customers span the U.S., Canada and Puerto Rico in industries, including higher education, pharmaceuticals, financial institutions, city government, public utilities, hospitals, national defense and more. The reseller works with data environments ranging in size from 10 terabytes (TBs) to 100 TBs with some of its biggest customers including the City of Wichita, OhioHealth and a leading global security company.

Of the utmost importance to Didlake is the way STORServer stands behind and supports its partners.

“STORServer sticks with the end user no matter what, which is not always the case with backup providers,” said Didlake. “I had a past experience where a new customer was told they had to work with a new partner, and it created a lot of headaches for everyone involved. STORServer is very loyal to its partners. I’ve formed such a close relationship with the company that I now think of it as my own.”

STORServer offers a channel partner program that helps resellers quickly solve their customers’ data backup and recovery challenges while differentiating them from the competition.

“There’s a tremendous revenue growth opportunity for resellers of STORServer,” said Didlake. “At bare minimum, I can work with the customer once a year on upgrades to their system, unlike competing solutions where you merely sell the product to the customer and the relationship ends there.”

STORServer is constantly seeking new partnership opportunities to benefit its resellers and end users. In late 2013, when the company began offering backup appliances built on CommVault® Simpana 10 data and information management software, Didlake was eager to leverage this relationship to build his business. He connects with CommVault’s software engineers and account representatives in every city he visits in order to build up his network. That work has paid off as Dataedge just installed the STORServer Backup Appliance, Powered by CommVault at Texas Women’s University—the first major implementation of this new offering.

“I liken STORServer to the BMW or Mercedes of the appliance world; it’s a well-thought out and engineered solution,” said Didlake. “Depending on the model you buy, you might spend more money up front, but in the long run, you absolutely get more out of it than what you’d get with any competing solution.”