Big Data Tech Developer HVR Expands Channel Program, Partner Go-To-Market Resources

HVR is seeing growing demand for its data replication technology as it works with solution providers and systems integrators on large-scale cloud migration and business transformation projects.

Data replication technology developer HVR is expanding its partner program, including providing resell and referral fees for partners, enhancing its partner portal and adding to its partner-dedicated staff.

The HVR Partner Program expansion, unveiled Thursday, comes as the company reports surging demand for its real-time cloud data replication and integration technology that’s used to move data into cloud systems like Snowflake and Amazon Web Services.

“The volumes of data are such today that you need a very efficient way to move that data. We think that certainly takes us and our partners into big opportunities, broader opportunities,” said CEO Anthony Brooks-Williams in an exclusive interview with CRN.

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Businesses and organizations undertaking large-scale cloud migration projects, such as implementing a data warehouse on the Snowflake platform, and business transformation initiatives often need to move data from on-premises systems to the cloud and keep that data updated.

HVR’s software uses real-time change data capture technology to integrate systems with large volumes of data in complex hybrid-cloud/multi-cloud environments.

“Data needs to move. And real time matters. The target system is sitting in the cloud. If you need the data outside of the data center, you need a very efficient way to send that data across a wide-area network,” Brooks-Williams said. “And the volumes, we know, are increasing every day.”

HVR, headquartered in San Francisco, recorded 87 percent sales growth in 2020 with much of that demand being generated by cloud migration, IT system modernization and business transformation projects, according to the CEO. And those projects frequently involve solution providers, systems integrators and data platform providers – all of whom make up HVR’s partner ecosystem.

About 40 to 45 percent of HVR deals involve resellers, co-sellers and partner referrals, Brooks-Williams said, up from about 25 to 30 percent last year. But HVR, in the partner program announcement, said 100 percent of its implementations “touch or involve” a partner in some way.

The CEO said global systems integrators, regional systems integrators and solution providers with extensive cloud practices are especially important to HVR’s growing role in enterprise-scale cloud migration and business transformation projects and that’s the driver behind the partner program updates.

The partner program now provides more structured processes, Brooks-Williams said, and has more dedicated staff to assist partners in technical, marketing and commercial subjects. The program also has a more flexible incentive structure with resell and referral fees.

HVR also has enhanced the partner program portal to offer more access and self-service capabilities for partners, providing solutions and use-case content, videos, marketing material and online technical training.

“The HVR Partner Program is integral to the success of our technology. The HVR Partner Program plays a major role in our overall global GTM efforts, and we continue to see partner-driven revenue playing a major role in our growth” said Dennis Concannon, HVR senior director of channels and partnerships, in a statement announcing the program improvements. “With digital transformation top of mind for our customers, the HVR Partner Program aims to provide solutions in a streamlined, enterprise-ready manner.

HVR also announced that Delphix, a DevOps data platform provider, and database developer MariaDB had joined the HVR Partner Program as technology partners.

“When moving to the cloud, our enterprise customers want a solution that is fast, secure and reliable. By partnering with HVR, we are able to provide an end-to-end solution that moves customer data to MariaDB SkySQL, our database-as-a-service, supporting any cloud while keeping all data in sync from multiple sources,” said Kevin Farley, director of strategic alliances at MariaDB, in a statement. “We’re excited to formally join HVR’s Partner Program to deliver a comprehensive data solution that supports our joint customers’ journey to the cloud.”