undoubtedly, the business will continue
to run. Now, if our licencing engine data
gets corrupted or I can’t access it, I can
measure that on a minute-by-minute basis
on loss revenue.
I think it’s a great analogy of how you
must learn about the business priorities and
how you must prioritise the data pools and
establish recovery and recall points that are We’ll be delivering a lot of these products
in Q1 and then in Q2. It will become routine
in the fact that we have to have this constant
volley of new products to be relevant and
more importantly, to be current.
We’ve invested and doubled the R&D
expenditures with StorageCraft’s acquisition
of Exablox in early 2017. So, a lot of that
money we used in our investment, we
in-line with that business definition.
This is why our partner strategy is so
important, because our partners act as
professional consultants that go in and help
to find these descriptions of less mission-
critical data, prescribe the recovery models
that are necessary or the use models of the
data that are necessary. We want people to
be making much more intelligent decisions
on what they should store. doubled down on the number of people we
have in R&D and the expectation is that we’re
going to double the number of products.
So, look for a continued volley of new
products, look for us to perfect our partner
programme. I’m really pleased with the
new partner programme, but I think there’s
a great opportunity for us to now start
demonstrating the economics to the partner
on utilising not just our technology, but our
Plans for 2019
We introduced our new products at GITEX
Technology Week 2018 and in the new year
you’re going to see us continue to deliver on
a whole host of new products.
The importance of partners
The only way we go to market is through
our partners. We do not direct-sell; we
believe in the model and understand that
the model has the best reach so it’s the
The only way we go
to market is through
single best way to increase customer and
end-user satisfaction. We’ve perfected this
with people like Andy Zollo, who’s a master
in the process of partners in Europe and in
the Middle East, with Lee Schor in North
America and with Marvin Blough globally.
These people have got a pedigree of
leading channel environments. What’s
amazing is that our net promotor score has
steadily increased as we put more emphasis
on the channel model of our business.
Again, it’s not net promoter score measuring
what the channel thinks of us, it’s the end
customer and what they think of us that’s
changing remarkably well.
I think what I’m experiencing, not just in
Europe but also in North America, is that
there’s a little bit of GDPR fatigue. People are
tired of it but everybody’s trying to become
compliant or has become compliant.
I think the next time GDPR is going to
be in everybody’s face again is when any
government agency has a situation where
there’s been a breach – a non-compliant
factor. How does that work? I think the
next step is to consider what happens
when you are found to be violating
intentionally or unintentionally.
I don’t think all the breaches are
necessarily going to be intended. If
governments start to find a new revenue
source, I think this could wreak havoc again
for the industry and that’s where I think
we have a great opportunity to apply some
peace of mind.