Though an SMB-first vendor, Acronis collects about 25% of its revenue from enterprise accounts at present, and has at least a foothold in nearly every Fortune 100 company. Selling more products to more large organizations, though, is a key part of the company’s plan for sustaining growth.
“It’s clearly part of a strategic progression for us moving forward,” Hurley says.
It figures in the company’s product plans as well. Service providers like UbiStor are successfully selling existing Acronis solutions into large accounts now, but new systems tailored to enterprise needs are in development, including a forthcoming version of the company’s EDR solution that will be “sort of Cyber Protect on steroids, focused on enterprise scenarios,” according to Serguei Beloussov (pictured), Acronis’s founder, former CEO, and now chief research officer.
Going deep on the enterprise is very much an opportunity for channel pros too, adds Patrick Pulvermueller, who replaced Beloussov as CEO in July, as Acronis plans to pursue larger accounts exclusively through partners. “The channel is our go to market strategy 100%,” he says.
Pulvermueller expects partners with roughly 50 employees and up, which tend to have one or more enterprise clients already, to be the most eager participants in its big business push. Smaller partners, though, and those simply not interested in building an enterprise clientele, won’t be left behind, Beloussov stresses.
“Only those who want to go up, we will bring up. We will not sort of push them up or force them up,” he says. “Our focus is to continue to serve all of our partners equally.”
And all of its end users too, with perhaps a special and continued emphasis on SMBs. “We will never become an enterprise company,” Pulvermueller says. “Even when I think about my long-term strategy five years from now, I don’t expect the enterprise part to be more than 30% of the company. Yes, at our current growth level, this will be a significant amount, but it will not be the majority of our revenue.”
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