Beginning in FY10 (July 2009) Spectra began its foray into the Latin American market, which includes Mexico, Central America, and South America. Prior to this, Spectra had a few clients only in Mexico, most notably Mexico's major oil exploration and processing company.
In order to break into the Central and South America markets, we needed to find potential distributors and clients. In many case we leveraged relationships with our ECO partners like Comvault, Front Porch Digital, and Cray to recommend likely candidates. Currently Spectra has signed distribution partnerships in Argentina, Brazil, Peru, and Mexico; we’re working on Chile and Columbia as well. These distribution partners not only sell, but also service, our products.
Brazil was our biggest “new territory” revenue generator in FY10. Our Brazil business is just getting started, but we’re expecting continued growth in FY11. In addition to Brazil, we’re working to develop distribution partners in the other countries to grow Spectra’s Latin America market presence.
Stay tuned for a quarterly update from me on our Latin American initiatives here on the Spectra Backup and Recover blog. Visit us August 25-27 in San Paulo, Brazil at the SET 2010 Broadcast & Cable show; and September 25th in San Pablo, Brazil at the IDC Brazil Dynamic Infrastructure, Storage & Virtualization Seminar 2010.
-Ray Heineman, VP of International Sales, Americas and Eastern Asia