Investor Relations

Strong progress across our strategic initiatives

DEEPENING PARTNER RELATIONSHIPS
Importance

The channel partnerships we have established are significant as:

  • they provide WANdisco with access to vast sales teams, adding significant global and horizontal market reach;
  • they allow us to drive more revenue at lower cost; and
  • their endorsement of WANdisco LiveData Platform strengthens our brand and our portfolio of partners.

We continue to seek opportunities to expand our sales channels.

2019 achievements
  • Improved partner status with Microsoft by embedding LiveData Platform in Azure;
  • Achieved Advanced Technology Partner status with AWS; and
  • Appointed Micro-D Master Distributor for Africa.
Priorities for 2020
  • Focus on new partner channel and their development;
  • Expand channel account manager model; and
  • Expand partner channel further.
Link to KPIs
  • Revenue.
  • Cash overheads.
CONTINUED CUSTOMER TRACTION
Importance

WANdisco’s technology solves critical data management challenges across cloud computing and Big Data for enterprise customers and their service providers.

Our product is a platform for any IT architecture.

We identify development projects that will enhance our technology and increase its ease of use and functionality for customers and end users, and we listen to existing customers and potential customers and our channel partners for future requirements.

2019 achievements
  • Launched LiveData for Multicloud at the end of 2018, which was followed by the launch of LiveMigrator and LiveAnalytics during 2019.
Priorities for 2020
  • Capitalise on multi-cloud opportunity; and
  • New products launched to expand addressable market.
Link to KPIs
  • Revenue.
PEOPLE DEVELOPMENT
Importance

We want to provide an environment where we attract, retain, develop and enable all our people to demonstrate, grow and apply their capabilities, offering opportunities for everyone to reach their potential

2019 achievements
  • Enhanced our management team with several key senior hires in product development, marketing, business development and sales;
  • Provided new opportunities internally resulting in a number of internal job moves and promotions; and
  • Enhanced our benefits package to employees globally.
Priorities for 2020
  • Continue to develop our team with internal job moves and promotions; and
  • Enhance our team with quality new external hires.
Link to KPIs
  • Revenue.
  • Cash overheads.

Summary of achievements

Sales channel development

Of all the significant developments WANdisco has delivered in 2019, the further execution of our indirect sales plan has been the most strategically important.

In 2016, WANdisco was primarily a direct sales organisation, with a market reach that was limited by our finite sales force. During 2017, we won or deepened strategic relationships with market-leading IT and cloud providers, including IBM, Dell EMC and go-to-market partnerships with Amazon Web Services, Microsoft Azure, Google Cloud and Oracle.

During 2018 these partnerships were further enhanced. WANdisco entered a new OEM agreement with Alibaba Cloud and also achieved co-sell status through the Microsoft One Commercial Partner Program.

In February 2019 WANdisco received Advanced Technology Partner status with Amazon Web Services in the AWS Partner Network, which is the highest tier for Technology Partners that provide software and internet solutions in the AWS Partner Network.

During 2019 the relationship with Microsoft was further enhanced to embed LiveData Platform into Azure, allowing customers to use LiveData Platform as if it was a native Azure offering.

As an Azure embedded product, customers can deploy WANdisco LiveData Platform just by selecting it from the same Azure menu they use for native Microsoft products, and the charges added on their monthly Azure bill. No software to install, no new contracts to sign. The product is now publicly available as a paid service which we expect to facilitate a greater volume and velocity of deals than we have experienced in prior years.


Sales channel development

Driving channel sales success: supporting our partners

During 2019 we continued to invest in developing our channel strategy, enhancing the dedicated channel account managers for key partner accounts introduced in 2018 and dedicated software engineering teams. Their remit is to work with technology partners on the closer integration of our technologies and to accelerate speed to market with our joint solutions. We will continue to develop this model further including extending to our new partners.

Supporting our customers and partners is a more efficient use of our resources and will ultimately drive faster and more profitable revenue growth.

The indirect sales plan: a breakdown by channel

WANdisco continues to target third party technology companies and cloud platform providers who want to embed, offer or recommend our LiveData Platform product as part of or an extension to their platforms. We will continue to seek opportunities to form closer partnership relationships.

Product innovation

WANdisco’s technology solves critical data management challenges across cloud computing and Big Data for enterprise customers and their service providers. The ability to continuously replicate at vast scale to the cloud and on-premises data centres with guaranteed consistency, availability and no business disruption, frees companies to innovate in the way they exploit data for new business insights and initiatives.

WANdisco LiveData Platform

WANdisco LiveData Platform is our next-generation replication platform, an architecture that supports a wider range of data environments than our original Hadoop deployments.

WANdisco LiveData Platform for Multicloud

In October 2018, we announced the launch of WANdisco LiveData for Multicloud. This enterprise replication software enables a LiveData platform for a multi-cloud environment, ensuring data accuracy and consistency for business applications in any combination of major cloud environments. WANdisco LiveData for Multicloud was borne from the cross-industry imperative to have data accessibility and availability in heterogeneous cloud data environments.

In addition, we have introduced greater flexibility in the way our partners and their customers can use our technology. Additional plug-ins mean WANdisco LiveData Platform can address a wider range of use cases, including large-scale data migration between data centres and the use of cloud storage ”appliances”.

In January 2019 we announced a new joint engineered solution with IBM to support relational database technology for the first time, significantly expanding our addressable market. The IBM Db2 Big SQL solution was jointly engineered between IBM and WANdisco to extend the capability of IBM Big Replicate (IBM’s product name for WANdisco LiveData Platform) to support scenarios where customers are looking to take advantage of hybrid cloud.

In June 2019 we introduced LiveMigrator, a solution enabling the migration of petabyte scale live data to the cloud. LiveMigrator’s automated process enables enterprises’ on-premises data to be seamlessly migrated to the cloud and WANdisco’s core LiveData Platform technology keeps the migrated data consistent with on-premises data.

In September 2019, we introduced LiveAnalytics to provide live business insights when migrating Hadoop analytic workloads from on-premises to Spark‑based analytics in the cloud. This solution allows both migrated and migrating data to be immediately available for analysis. LiveAnalytics works in tandem with WANdisco’s LiveMigrator, its petabyte‑scale, non-blocking, single scan data migration technology.

Product protection: safeguarding our IP

WANdisco’s technology continues to be unrivalled in the marketplace. Until we developed WANdisco LiveData Platform, there was no practical or affordable way for companies to keep mass-scale real-time data consistently and continuously replicated across distance.

Our IP – as embodied in WANdisco’s DConE and the products we have built from this – is well protected. To date, we have filed more than 48 patents, and 25 have been granted already. We also have a head start of more than fourteen years over any potential competition. This early foothold, and the ongoing improvements we are making from experience with real-world applications of our technology at massive scale, continue to ensure our market advantage.

Product plans for 2020 and beyond

Our product strategy will continue to evolve in line with our indirect sales strategy, with further enhancements designed to capitalise on the cross-industry opportunities and high-growth use cases we have identified. Our main focus for 2020 will be to accelerate the speed to market of solutions co‑developed with or optimised for our strategic partners.

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