"Microsoft Didn't Like UNIX Managing Its Data"; Interview with CommVault® Chief Evangelist Randy DeMeno, Part 3 of 3

In part 1 of this interview series, Randy discussed CommVault® Systems' previous relationship with Microsoft and new reseller relationship through Sun. In part 2 of this installment series, Randy examined some of the specific benefits that customers can expect from these relationships. In this final installment, Randy examines why CommVault Systems switched its architectural design from Sun Solaris to Microsoft Windows in the late 1990's.

Q: I understand that early on, CommVault architecture was based on Solaris and then you switched it to Windows. Why did you make that switch?

Randy: There are two answers here: First, in the mid-to-late 1990's, a majority of CommVault's business was from the "PC" side of the world - like Microsoft, Banyan, and Novell. As Exchange became more popular, it became easy to see that a lot of our selling cycles were spent on educating the Exchange administrators as to why they needed a UNIX server for data management - not an easy task. We learned we could shorten the selling cycle and improve the business model by providing the same great functionality on a Windows server in software-only sale.

The second answer, and part of the secret sauce, is we learned that CommVault hit a strategic area for Microsoft back in 1998 - heterogeneous data management. Simply put, Microsoft didn't like UNIX managing its data. Making matters exponentially easier was the fact that I worked for years with a key decision maker and visionary at Microsoft in charge of all Windows products, Jim Allchin. We sat down, discussed where CommVault could go, what Microsoft could benefit from and, a few months later, Microsoft became a significant equity investor in CommVault. Working with Allchin became a significant bonus for me and a few others here at CommVault. Jim turned us on to Brian Valentine (Big-Chief Windows guru) who helped mentor our entrance into the Microsoft market segment and the rest is history (well, save maybe some of the videos and stuff that went on in hockey locker rooms).

Q. Are you happy that you made the switch to Windows? Has the choice helped or hurt CommVault's business, overall?

Randy: Looking back, Microsoft helped put CommVault on the map. Microsoft educated us in many ways beyond the standard developer/API questions. They taught (and I mean taught) us the proper marketing events to sponsor and where their customers needed assistance in rolling out their solutions. Back then, we aggressively sought out that market segment and were smart enough to put good people behind the efforts that bore a lot of revenue, awareness and customers.

Q: What about the naysayers - IT organizations that would never welcome having a Windows system in their environment? What do you say to them?

Randy: I think there are two groups of naysayers. The first is our competition, most of which uses UNIX or Linux as the foundation for their solutions. The second are the hardcore UNIX and Linux administrators. Microsoft showed us early in 1999 what the capabilities of Windows 2000 were going to be and we realized that Windows Server could handle the large scale of data we were going to manage. If any prospect questions Windows, it's very easy for us to have Microsoft educate them on the capabilities that the Windows Server foundation provides for CommVault to run and develop on.

As for our competitors, I would imagine our rapidly growing market share answers some of their questions immediately.

You may contact Randy directly at rdemeno@commvault.com.