VMware Partnership Leverage native DRaaS integration with VMware Cloud on AWS and DRaaS Connect to win VMware-heavy accounts seeking cloud-based disaster recovery for both on-prem and edge deployments. Emphasize protection for VMware workloads and ROBO sites within a single cloud-native platform, highlighting faster recovery and simpler management compared with legacy DR stacks.

Channel Growth Scale through a robust partner ecosystem, leveraging existing successes in ANZ and DRaaS Select programs to onboard MSPs and VARs. Run joint GTM campaigns and enablement to accelerate deals with mid-market customers that need fast, compliant DR and ransomware protection across multiple sites.

Cloud-native Value Promote Automatrix as an integrated platform that combines DR, backup, storage, mobility, and encryption for a single pane of control. Stress instant RTO, built-in backups, and ransomware protection as a modernization path away from siloed DR tools and traditional SAN/NAS solutions.

Edge ROBO Focus Capitalize on edge and ROBO growth by offering DRaaS that protects distributed sites with a unified cloud-native approach. Target manufacturing, retail, and field services organizations with multi-site DR needs and sparse IT resources.

Competitive Differentiation Position Datrium as a faster, simpler alternative to legacy DR and larger incumbents by emphasizing the speed and resilience of DVX plus DRaaS, and the deep VMware integration. Highlight one-platform management, encryption, and on-demand scalability to win customers evaluating Dell EMC, Rubrik, Cohesity, or similar players.