RIS Ltd has recently assisted Oracle experts Dbvisit to identify and
qualify Channel Partners to expand their business in Asia. However,
few in the industry know of Dbvisit and the technology offered to
assist Oracle customers. Dbvisit's primary products expand the
functionality of Oracle Standard Edition. Please tell us more about
Dbvisit Standby and Dbvisit Replicate are database replication
products for Oracle Standard Edition (SE) databases. They provide for
real time back-up and disaster recovery for Oracle databases
including reporting, migrating and consolidating Oracle to Oracle,
MySQL® and Microsoft® SQL Server databases. Every Oracle Standard
Edition database needs such a service, and Dbvisit's solution is
fast to deploy and avoids the cost of an expensive upgrade to Oracle
What put you onto the idea of why such products were needed in the
market and so forming your company?
I was formerly an Oracle database consultant and recognised a need in
the Oracle market, particularly in the mid-sized customers, for a
database replication product providing back-up and recovery
protection. So I started Dbvisit in 2006, and increasingly Oracle
customers and resellers saw the opportunity for this product.
Your target customers are the installed base of Oracle Standard
Edition -- do you see Oracle themselves and their products as a
competitor, and how do you position yourselves relative to Oracle?
The biggest competition to Dbvisit is for the Oracle customers to do
nothing and hope that a disaster never happens! Obviously this isn't
a very wise position for any business, and Dbvisit can be installed
without the need to interrupt the business operation, and so assuring
business continuity. Competition to Dbvisit would be Oracle
themselves -- but this does require an upgrade to the Enterprise
Edition (EE) version, and then use Oracle's Data Guard. So for
Oracle Standard Edition, even Oracle's own staff have recommended
Dbvisit if the customer is not willing to upgrade to Oracle
Enterprise Edition (EE). At 20% of the cost of an Oracle upgrade,
we're a compelling solution. Otherwise there's no other
So you have a good relationship with Oracle?
Yes we have a good relationship with Oracle -- we drive business for
Oracle who themselves are less focused on mid-sized accounts.
Customers who use Dbvisit do frequently buy other Oracle products and
licenses so the partnership works well. We do roadshows with Oracle
for replication and disaster recovery, and participate in Oracle's
Vision -- your website doesn't have one stated -- do you have
Dominate the worldwide market for database replication in the
RIS engages over 8,000 of the key Channel Partners in Asia of which
close to 2,000* have some form of Oracle relationship. How do Channel
Partners position Dbvisit to their customers? And of these 2,000
partners, what would be the ideal profile of a Channel Partner for
Dbvisit requires hardware for the Oracle database, training,
consulting, and disaster recovery knowledge. This is compelling for
resellers for the services value-add, and hardware resale where
needed. Hardware for back-up is still needed, and would be the same
as, or slightly lower spec' for typically off-premises location.
very quickly understand the Dbvisit value proposition, it's an easy
sell and they 'get' the solution very quickly. Disaster recovery
is a great way to recruit partners, and we do have a compelling
offering. Dbvisit does not do implementations, and so we do not
compete with our partners on services. We started with an "internet"
model, and because customers were downloading the product directly
the product needed to be easy to install and implement. Oracle is
complicated with multiple configurations, so Dbvisit caters for
multiple config's, and web-based frontends and backends. In
addition to making the installation easy, the alerts can be sent to
the administrators, but before the administrators are alerted
automatic retries are configured before raising alarms with
thresholds being customizable at multiple levels.
So Channel Partners find Dbvisit easy to sell?
Our fastest deal was four and a half hours for a reseller, who was
selling to a Bank where they needed standby disaster recovery. They
found us on the web, and the spec's were formalized, budgets
agreed, invoice raised, paid, product downloaded, and production keys
sent; all within one afternoon.
So how big do you think the opportunity is for Dbvisit in
Our revenue targets are set with an aggressive growth rate per year,
and we have been exceeding our targets for the last 3 years. Deloitte
have us in their 500 fastest growing tech companies in Asia Pacific.
In Japan alone 70% of Oracle customers use Standard Edition, and so
our target market being Oracle SE is very large. Already we have over
800 customers in over 80 countries.
The Cloud model -- your website quotes "Whatever
your cloud strategy, database disaster recovery (DR) with Dbvisit
Standby is a natural fit. Our system creates and maintains
synchronized real-time copies of your Oracle production database in
the cloud ready to be used at a moment's notice; our cloud partner,
Amazon Web Services (AWS), securely stores the copies on-demand and
there are no upfront infrastructure costs, no wasted resources, use
as much as you need".
How does Dbvisit enable Channel Partners to embrace the cloud
Arjen: There is a
strong push to the cloud, and Dbvisit is cloud enabled. We work with
a cloud provisioned EC2 (Elastic Compute Cloud) Instance where the
customers have their own Oracle licenses, and EC2 provides for a
consistent and predictable amount of CPU capacity. AWS provides
access to an Oracle DB server allowing Dbvisit, and Dbvisit Channel
Partners to offer an "on-premise to the cloud" migration service,
and provide the mechanism for replicating to an RDS (Relational
Database Service) or EC2 DB which still needs to be monitored and
managed by partners.
I believe there will be a hybrid model and some DB's will be
migrated to the cloud, and some won't, with data being migrated to
and from the cloud. We have a real-time replication product called
Dbvisit Replicate for Oracle to MYSQL or SQL server. Reporting can be
off loaded to MYSQL in the cloud which is also a low cost option. The
mid-market customers typically don't have sophisticated in-house IT
skills, and the migration services and monitoring is still a good
service revenue stream for our
more information, please contact: Hugh
Sutherland from Dbvisit who can be contacted via
RIS has a RIS-Report on the major Oracle and Database Channel
Partners in each country in Asia. For Vendors to buy this report from
RIS please go to www.rishk.net
or mail us on
This has led to the creation of a "RIS-Report" where the RIS
investigates and profiles the major Cloud Channel Partners across
Asia-Pacific. To buy this report from RIS please go to www.rishk.net
or mail us on
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