UNICOM Engineering Value Added Partnership helps Datacenter Backup and Recovery solution provider launch global appliance (Case Study)
We at UNICOM Engineering serve a multitude of roles when it comes to forging value-added partnerships with innovative software-based solution providers. We have the ability to not only deploy their applications as purpose-built server appliances but also handle the resource-intensive non-core tasks of global logistics, trade compliance, lifecycle management, image testing, and other functions while supplying partners with robust analytics for visibility and to help them manage product lifecycle and end-user satisfaction.
The best way to illustrate these services in action is to consider the following real-world example of a large, globally-established brand that wished to expand operations beyond virtualized installations and into easy-to-support appliance solutions.
Backup and recovery brand teams up for a purpose-built backup appliance
This organization had found explosive success within highly virtualized data centers but needed appliance solutions in order to scale and remain competitive. They had encountered, repeated demands from customers for a physical hardware-based appliance version of their popular backup solutions. In order to keep their internal team focused on innovating their application, they sought a partner who could assist with their appliance design and integration requirements. The ultimate decision was between UNICOM Engineering and two contract manufacturers. After careful consideration, the conclusion was that only UNICOM Engineering could offer all of the value-add services needed to augment operations and help them scale with limited risk. Not only is UNICOM Engineering willing to custom-build an appliance without restrictive minimum unit demands, but to also adjust or completely change the order requirements mid-development in response to fluctuating market conditions.
They further realized the benefit of our appliance design and management expertise. Although they had a decades-long history of successful software products, they were unfamiliar with the landscape and unique best practices to delivering software as a server appliance. Through technical discussions of markets and solutions with our staff, they were confident we could deliver reliable, repeatable builds customized to each of their unique customer segments.
Perfect match with a value-added reseller and integration partner
After the initial engagement, we quickly helped them develop the ideal range of solutions to fit their target segments’ demands. Our efficient business processes and experience accelerated time to market and resulted in far lower costs than had they decided to handle the design of their appliance products themselves and then worked through a contract manufacturer.
The market response was overwhelmingly positive once the company’s appliances were released, and with the help of UNICOM Engineering, they were able to have products available in advance of customer needs 97% of the time and available to ship upon purchase 100% of the time.
They quickly outcompeted other highly-established players in their field to achieve a sizeable market share within appliance-based backup, recovery, and data management solutions. In regards to just integrated Purpose-Built Backup Appliances (PBBA), the company was able to hold the majority percentage of market share compared to competitors for an extended period.
In addition to helping them ship their products internationally, UNICOM Engineering also provided support “with a full suite of global services across its worldwide locations,” according to a senior director at the partner company. By putting our manufacturing facilities as well as our repair and replacement facility at their disposal, the company enjoyed economies of scale in addition to rapid turnaround for service orders.
All the while, we lent our expertise in global regulatory compliance testing, hardware selection, image loading, and testing, quality control analytics, vendor management, direct order fulfillment, and more. This host of diverse services illustrates why we at UNICOM Engineering genuinely believe in our title of value-added partners rather than being “just another” contractor.
See how we help other industry partners by viewing our available industry-specific solutions or engage with us today to hear what success looks like from our customers’ perspectives.