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Anton Shelepchuk, VP of Worldwide Sales at Nakivo, spoke to PCR about how the company’s channel programme is meeting the needs of resellers and MSPs, and why its latest developments are a game-changer for partners navigating complex customer demands.
As cyber threats evolve and managed service providers (MSPs) face mounting pressure to deliver robust, scalable data protection, Nakivo is doubling down on its channel-first strategy. With the launch of version 11.1 of its flagship Backup & Replication solution, the company is introducing a suite of enhancements designed to simplify deployment, accelerate tenant onboarding, and bolster cyber-resilience across hybrid environments. Nakivo’s channel programme has long been recognised for its generous discount structure, but Shelepchuk is quick to emphasise that it’s not just about financial incentives. “We offer base discounts ranging from 10% to 25%, and with deal registration and quarterly promotions, partners can reach up to 35% or more,” he explains. “But the real value lies in how we support partners to grow their business.”
That support includes lead generation, free deployment sessions, ready-made webinars, and Lunch & Learn kits. Partners also gain access to a full suite of marketing collateral via the partner portal, along with continuous training opportunities. “We provide free NFR licences so partners can stay hands-on with the latest features,” Shelepchuk adds. “It’s about enabling them to be truly helpful to their customers.”
In Europe, Nakivo’s partner network grew by 30% year-on-year, with revenue from channel partners rising in tandem. “We’re seeing strong momentum across the board,” says Shelepchuk. “Our strategy is working.”
At the heart of version 11.1 is a major upgrade: the new MSP Direct Connect feature. Designed to eliminate the need for VPNs or firewall rule changes, Direct Connect uses end-to-end encryption between the MSP director and client transporter, streamlining remote access and configuration.
“This is a big deal,” says Shelepchuk. “MSPs no longer need to open ports or worry about network complexity. It’s faster, more secure, and far easier to deploy.”
The unified MSP console allows partners to manage up to 100 tenants from a single dashboard, with full branding options for both MSPs and their customers. Tenants are fully isolated, ensuring data privacy and operational integrity. For customers seeking autonomy, a self-service portal enables backup and recovery tasks with custom roles and permissions.
“MSPs can dynamically allocate resources based on client needs,” Shelepchuk explains. “One customer may need more licences this month and fewer next month. Our system adapts to that.”
Nakivo’s Backup & Replication solution is engineered for minimal resource consumption, requiring just two cores and 4GB of RAM. It can be deployed on Linux, Windows, NAS devices, virtual appliances, or in the cloud, giving partners and customers maximum flexibility.
“Whether you’re an SMB or an enterprise, the deployment process is straightforward,” says Shelepchuk. “We even offer live deployment sessions, so partners don’t need deep technical expertise to get started.”
This ease of deployment is especially critical for MSPs managing diverse customer environments. With support for VMware, Hyper-V, Nutanix, Proxmox, Amazon EC2, Windows, Linux, and Microsoft 365, Nakivo’s solution covers virtually every workload. “It’s truly all-in-one,” Shelepchuk notes. “No need for third-party tools.”
AI-enhanced cyber-attacks are becoming ever more sophisticated, so the solution offers immutable backups stored locally or in S3-compatible cloud storage, air-gapped backups on offline drives or tape, and AES 256-bit encryption at the source.
“We want customers to recover cleanly and confidently,” says Shelepchuk. “That’s why we include backup malware scanning and instant verification to ensure recoverability.”
Role-based access control and two-factor authentication further secure the environment, while real-time replication for VMware and granular backup for physical machines add layers of resilience.
“Cyber-resilience isn’t optional anymore,” Shelepchuk warns. “It’s foundational. And we’re helping our partners deliver it.”
Education and enablement: Workshops, webinars, and on-demand support
Nakivo’s channel strategy includes a strong emphasis on education, both for partners and their customers. The company runs practical workshops where customers can interact directly with the software, guided by engineers. Webinars and datasheets are available for end-user education, and partners can request joint presentations to help close deals.
“We’re always ready to jump on a call and support a partner in presenting the solution,” says Shelepchuk. “Education is key to adoption.”
Lunch & Learn events remain a cornerstone of Nakivo’s engagement model. “It’s not just about the software,” Shelepchuk says. “It’s about building relationships, sharing knowledge, and staying connected.”
Nakivo’s pricing model is designed to accommodate MSPs with fluctuating workloads. Partners can pay per workload or per Microsoft 365 user each month, or commit to a minimum number of workloads for deeper discounts. “We’re not just competitive,” Shelepchuk says. “We’re disruptive. For MSPs with dynamic customer bases, monthly pricing is ideal – you can scale up or down as needed.”
Multilingual interface and global reach
Version 11.1 also introduces a multilingual interface, supporting English, Spanish, French, Italian, German, Polish, and Chinese. “We have a strong channel presence in these regions,” says Shelepchuk. “Partners and customers can now use the software in their native language, which improves usability and satisfaction.”
With over 16,000 paid customers and 3,000 channel partners worldwide, Nakivo’s footprint continues to expand. High-profile customers include Honda, Johns Hopkins University, DHL, Coca-Cola, and Radisson Hotels.
Nakivo’s support model is built around responsiveness and human interaction. The company boasts a 98% customer satisfaction score, with phone response times averaging 23 seconds, by a real person, not a bot.
“We avoid robotic responses,” Shelepchuk says. “Partners want real help, fast.”
Support is available 24/7 via phone and email, and partners can request live demos or deployment assistance at any time. “We’re here to make sure they succeed,” Shelepchuk affirms.
With version 11.1, Nakivo is reinforcing its position as a channel-first vendor that listens, adapts, and delivers. From streamlined MSP onboarding to advanced cyber-resilience and multilingual accessibility, the company’s latest updates are designed to empower partners and simplify customer outcomes.
“Our goal is to make data protection accessible, reliable, and profitable for our partners,” says Shelepchuk. “We’re not just building software, we’re building a community.”
