OSTEC Deploys NAKIVO Backup & Replication for VMware to Fifteen Customers in 90 Days

Business Challenge

OSTEC is an expert in developing information security market solutions and is present across Brazil and Latin America. The company provides complete perimeter, e-mail, content management security, and secure remote access solutions. OSTEC's customers are major companies in various sector fields, including government, telecommunications, construction and engineering, manufacturing, retail, and many others.

"We have nine different solutions in the information security market," says Fabio Brodbeck, Account Manager at OSTEC. "Our solutions are developed to fulfill specific company needs of different sizes and segments, offering an incredible experience in process management and information security. We aim to meet several needs of our customers, going from software that can be installed in many ways, to appliances with varied capacities. Moreover, we offer third-party software to further diversify our portfolio of products and expand in different markets," says Fabio.

OSTEC had two types of customers, those without a backup solution and those utilizing a legacy backup solution to protect their virtualized environment. New customers without a backup solution are given priority. "Customers usually come to us because they have no backup solution in place and have a limited knowledge of how to properly protect their VMware environment. It is essential for all organizations to have a backup solution and we definitely play an important role in guiding them to the right solution," says Fabio.

New customers with a backup solution are often trying to utilize a legacy physical backup solution to protect their virtual infrastructure. These customers come to OSTEC in search of a replacement. "Customers want everything to run as smoothly as possible and they respond best to new software that is reliable, fast and easy to use. Customers want to avoid software that requires them to navigate hundreds of steps and buttons. Legacy backup customers are used to spending hours on their backups, but want to reduce the overall time to just minutes," says Fabio. Lastly, since the US dollar is very expensive in Brazil, price is a huge factor for customers when considering a switch from their legacy backup solution to a new VM backup solution.

Solution

"We found NAKIVO Backup & Replication online, while looking for a solution that could backup and replicate VMs. We did an extensive evaluation of the leading VM backup solutions available in the market and in the end, selected NAKIVO Backup & Replication. NAKIVO was definitely the smartest and wisest choice because the software is reliable, fast and easy to use, all at a price point that our customers can afford," says Fabio. Prospects usually come directly to OSTEC for a live demo on NAKIVO Backup & Replication and the common feedback is that the solution is amazing from the start.

OSTEC customers switch to NAKIVO Backup & Replication from their existing legacy backup solutions because the software provides an intuitive user friendly interface, higher reliability, and faster performance. "At first, customers get a little bit skeptical about NAKIVO Backup & Replication because they are so used to waiting hours for backups to complete and now everything is done in minutes. When customers get used to the product, they see that the solution is completely trustworthy, not only because the speed is awesome, but because the product does everything it promises to do," says Fabio.

Most OSTEC customers use NAKIVO for backup, but some also use NAKIVO for replication within their VMware environment. "Our customers that use VM replication, typically have two different sites and they replicate VMs without any problems even over slow links," says Fabio. VM replication protects business-critical servers from VM and datastore failures to natural disasters. VMware VM replication creates copies of the source VMs that can be stored locally or offsite, providing the ability to near-instantly fail over from the source VM to the VM replica, thus, recovery times with VM replication are dramatically better.

"NAKIVO Backup & Replication is a 10 out of 10 product. We never had any problems with the solution, everything just works very well. Even our technicians that do not speak very good English are able to configure and run NAKIVO Backup & Replication for the customers. Our customers also do not face any problems at all. Usually, when some minor issues are encountered, customers don't even go to NAKIVO’s support, they just ask us and we are able to provide the solution to the problem," says Fabio.

"We went through a big wave of nice deals. We started to offer NAKIVO Backup & Replication to our previous customers, a lot of them were very interested because they did not know about NAKIVO Backup & Replication," says Fabio. Moreover, OSTEC is not investing in any marketing services to attract customers, all customers are acquired via word of mouth.

OSTEC is also satisfied with NAKIVO in terms of sales and technical support. "NAKIVO is very flexible. Every time I need something, the sales team is extremely fast. I always get an answer to my email or they even call me right away. When I need some new licenses, I send an email, and in couple of hours I get an invoice, and immediately after I pay, I have the license in my hands. Everything is easy, smooth, and fast. Technical support is also very professional and always interested in helping us and solving our issues," says Fabio.

Results

OSTEC is now a NAKIVO Silver Partner. "It was really a big progress for our team when we became a Silver Partner and now everybody is more involved and eager to sell NAKIVO Backup & Replication. Reaching this milestone was a great boost for the team," says Fabio. "With NAKIVO, we were able to gain revenue faster. The system that NAKIVO uses is very beneficial for us. Not only can we secure deals faster, but we also don't have to deal with a lot of bureaucracy that we have here in Brazil. The speed of transactions is very fast and we get a spot on quote in US dollars that is fixed and not affected by fluctuating exchange rates," says Fabio.

"This quarter, we turned about 15 customers to NAKIVO Backup & Replication. We just offered the solution to our current customers without any advertisement. However, since the product is working very well for us, we aim to invest in promotion activities soon," says Fabio.

Company Profile

Founded in 2005, OSTEC is a Brazilian company that specializes in software development for perimeter security, email, content management, and secure remote access. The company is present throughout all Brazilian states and Latin America and has established itself in the market through innovative and collaborative solutions for enterprise environments. OSTEC’s portfolio consists of nine products that are marketed in four different platforms: appliance, virtual appliance, software, and cloud computing. Moreover, the company specializes in firewall, DLP, VPN, Skype Control, IDS/IPS, UTM, and other services. Overall, the ultimate goal is to satisfy customers, partners, and employees with competitive, dynamic, and flexible products and services that provide secure and reliable environments for conducting business. For more information, visit www.ostec.com.br.