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CBL Data Recovery Targets Europe For Growth in Data Recovery Market

Data Recovery Article: IT Europa News – February 18, 2004

50-strong CBL Data Recovery, which claims to have 12pc to 15pc of the worldwide data recovery market, has begun a charm offensive to bolster its channel presence in Europe. The Canada-based company is looking to add to its 20 existing European partners, which it relies on for market reach. Europe currently draws in just 30pc of its $10m (€7.8m) annual sales.

Privately-held CBL specialises in recovering data from damaged media, mainly focusing on enterprise media such as RAID systems. CEO, Bill Margeson, is on hand to explain its partner model: “Partners act only as facilitators, as when it comes to dealing with data loss, we are the masters. Typically, partners will make double digit percentages on the projects.”

CBL has recently secured a potentially lucrative Europe-wide agreement with accounting giant Sage, to add to further big software scalps such as Sungard and Dataguard.

CBL wants to develop its coverage in the Italy, UK, Germany, Switzerland and the Netherlands. It presently has recovery labs in the UK and Germany, but will look to add more across Europe as it ropes in further partners. Margeson hints CBL will soon gain access to some massive customer pools: “We´re now shaking hands with people who have large clienteles.”

Although worldwide data recovery market leader, Kroll, has around 40pc marketshare, Margeson points to an increasing proliferation of competitors: “We had 23 competitors in 1995, now we have 450.” CBL’s 40pc year-on-year growth in Europe is indicative of the surge in demand for data recovery services,’ adds Margeson: “This market is being driven by the proliferation of storage, coupled with the fact that hardware has become very frail. 40pc of tape restorations fail. Rapid change in technology has meant most storage manufacturers have reduced warranties from five to one year.”