Nasuni, an infrastructure storage company that relies 100% on channel sales, has added multi-site access to its Data Continuity Services offering.
The new capability takes file-level snapshots of a customer’s data and puts it in the cloud with controllers at different offices. It then allows users to access and work with the same data from multiple locations.
Bill Trautman, director of storage technology at DataSpan, explained that the key to customer interest in multi-site capabilities is no longer worrying about syncing and moving their data to different physical sites and that data is always up to date. There’s also great granularity in customer control in that customers can grant access to data to whomever they please because they hold the encryption keys.
Nasuni partners don’t gain much margin on the product itself — their real business comes from services such as storage upgrades and renewals while building a loyal customer base. They will be able to sell the service on a terabyte-per-year basis and, according to Andres Rodriguez, Nasuni CEO, a midrange deal for partners would be $21,000 for three terabytes. Nasuni, which has 40 to 50 partners in North America, targets infrastructure partners that are able to sell and deploy storage and virtualization.
Trautman said that this is the right place and right time for unstructured data.
“Multi-site access will be huge in this market because customers will find a myriad of ways to use it. A number of them are looking for an unstructured data offering in the cloud,” Trautman said. “For us, it’s more service than offering, and it’s great because customers have the ability to use the amount of data they want when they need it.”
Nasuni mainly uses Amazon’s Simple Storage Service (S3) to store customer data to assure high availability and, though it hasn’t happened yet, is able to detect outages and issue 10 days of credit to customers in those instances. That 100% uptime guarantee for service-level agreements (SLAs) and help with cloud service providers are big pieces to the service.
“Nasuni handles customer questions such as ‘who’s going to be my back-end cloud provider’ and ‘what’s this going to cost me on a monthly basis’ and deals with the with the cloud provider-customer agreement for them,” Trautman said. “And 10 days of credit to customers who experience a failure is statement to the market that they’re serious.”