Delphix Software (U.S.) Sales in Japan Rise Roughly 1.8-Fold Underpinned by DevOps and Data Protection
This story was first published in the September 03, 2018 issue of Weekly BCN.
Delphix Software, a U.S. company that offers software to support system development, is experiencing rapid revenue growth in Japan, nearly doubling its revenues. In the fiscal year ended January 31, 2018 (fiscal year 2017), the company posted revenue growth in Japan of around 1.8-fold. According to Koji Yoshikawa, Director of Sales at Delphix Software in Japan, this is the fourth year since entering the market in Japan and the company is now entering a full-fledged period of expansion, indicating that it is receiving a good response from the market. The company aims to achieve an equally high level of revenue growth in the current fiscal year owing to the establishment of a support platform for its sales partners.
Revenues are rising at Delphix underpinned by a growth in the number of users employing the company’s software for DevOps, the practice of integrating development and IT operations, and agile development. Delphix (U.S.) is an expert in database virtualization technology. This technology is being deployed to generate a virtual copy of test data derived from a set of production data. This methodology aids in improving the productivity of system development. However, this is but one example.
It is becoming increasingly difficult to copy production data for the purpose of use in testing given recent data protection trends—personal information protection laws in Japan and data protection regulations in Europe. Meanwhile, DevOps and agile development are development methods that are employed on a regular basis for development and testing. Consequently, there is rising demand for data that is based on actual production data. This is what is fueling sales growth of mainstay products at Delphix (U.S.), including its Delphix Data Platform.
For corporate users, production data is highly confidential therefore during conventional system development, in many cases operations are verified by using dummy data. However, there are limitations to using dummy data for verification. When it came time to launch full-fledged operations, system glitches frequently occurred, according to Richard Gerdis, vice president of sales, Asia Pacific and Japan, Delphix (U.S.).
To remedy this, Delphix (U.S.) employed a methodology called masking whereby actual production data is randomly substituted. For instance, if the database item was “Yamada, Taro, 25 years old,” this item would be replaced with “Ito, Taro, 20 years old,” the data from another individual. Consequently, the actual production data is replaced with meaningless data. By detecting variations in notation or mistakes in the method of input, for example the use of “twenty years old” as opposed to “20 years old” in the actual production data, these errors are properly reflected in the test data making it possible to conduct a more highly accurate test.
In Japan, the number of sales partners, including secondary wholesalers, has recently risen to 20 companies, including K.K. Ashisuto, ITOCHU Techno-Solutions Corporation, and Insight Technology, Inc. In August 2018, the program for business partners was revamped. The elite partners, the top ranking sales partners, are also aiming to achieve annual sales of US$1 million (roughly ¥110 million) (Robert Harper, vice president, Worldwide Channel Sales & Alliances, Delphix (U.S.)). Delphix aims to further boost its sales momentum by establishing a clear-cut sales goal and detailed support content.
By Shoji Ando, BCN