Rubrik's Latest Channel Program Creates New Paths to Data Management

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Rubrik, the cloud data-management company, has launched a new Service Delivery Partner program that creates premium services offerings and new revenue streams for partners with managed service offerings.

The new program is geared toward MSPs, VARs, consulting partners and any company that includes a managed service in their portfolio. It offers a suite of automated data management services on a scale-out architecture across private, hybrid and public clouds.

Rubrik’s Randy Schirman

Randy Schirman, Rubrik’s vice president of worldwide channel and service delivery partner sales, tells Channel Partners this is the latest in a series of programs launched by his company. The new program can be run as a standalone initiative or fit in as a component of a larger partner-engagement strategy, he said.

“As end users accelerate their adoption of broader cloud strategies, it has created new challenges for those in the service delivery space,” he said. “Data is on the move, end-users’ consumption of technology via services is increasing, and those delivering services are looking for ways to create unique value for their brand in the marketplace. As such, the need for next-gen data management services has arisen whereby data access and control is needed independent of data location.”

Early this year, Rubrik said it was on pace for $100 million in annual revenue and had signed more than 220 partners globally. It has since achieved a $150 million run rate.

The program offers flexible engagement models for partners, including subscription and two new consumption engagement models for both hardware and software. The consumption model for software allows partners to use Rubrik software on top of approved third-party hardware appliances, including Cisco, HPE and Dell.

The program includes two levels to reward extra volume and commitment from partners. The Select level is aimed at those partners looking for a flexible entry point into the service delivery market via a-la-carte pricing, targeted at SMB to midmarket customers. Partners at the Elite level already are delivering services targeted at enterprise customers who have large data sets to manage or migrate.

For partners that see the value of offering Rubrik data-management services, but do not have the resources or capabilities to build these services for their clients, Rubrik has partnered with Assured Data Protection to offer partners a suite of white label services that are “powered by Rubrik.”

Other program benefits include: branding; co-marketing support; technical support; and an online partner portal.

“The Rubrik Service Delivery Partner program has been designed upon three principles: flexibility, simplicity and scalability,” Schirman said. “We’ve done this to reduce or eliminate the traditional barriers MSPs face. Every element of what we’ve designed is to facilitate partner success and growth.”

In May, Rubrik announced it had raised $180 million in Series D investment funding to accelerate product development and go-to-market investments.