DataCore takes 'spotlight' approach to recruiting partners

Storage virtualisation vendor hopes to develop business in complex enterprise datacentres

Storage virtualisation specialist DataCore sees increasing complexity in data storage architecture as a primary business driver as it looks to selectively expand its partner footprint in New Zealand.

The company, whose SANSymphony software product provides a services layer that is “agnostic to the hypervisor and backend” hardware, says the need for managing complex data is leading to major growth globally.

DataCore has been doing business in New Zealand for eight years, working through distributor Westcon, but is on a quiet campaign to do business with more than its current resller partner, Datacom.

“First and most importantly we are looking for partners that underestand what’s going on in the market, especially with software defined datacentres,” says DataCore COO Steve Houck. “They have to have a storage virtualsiation practice and that’s important becuase not everyone has gotten that that is going to be fundamental change in being a solution provider.”

DataCore’s business in New Zealand has largely been within government, health and education sector datacentres. But the company says it expects growth in complex storage networks — including servers with SSD and flash technologies — to spread to the private sector.

The company last year appointed Houck and Manish Sharma, general manager and vice president for Asia Pacific, to drive the growth of its channel. Houck previously ran worldwide channels for VMware, and SMB sales for EMC, and helped to build channels for VMware in the ANZ markets. Sharma also helped manage channels for VMware in ANZ.

Sharma says New Zealand has provided more growth for DataCore than other markets in the APAC region. Both say the SANsymphony-V technology scales from small implementations to very large, Fortune 500 implementations. The company provides resources for its partners from Australia.

The company will hold three customer events sessions in New Zealand during March, and is working with WestCon to identify potential new reseller partners.

“What we are looking for is whether they have the vendor alliances, technical proficiency, service capacity, and the credibility in the trusted advisor status in this category,” says Houck. “Are they virtualising Tier 1 applications? Are they implementing SSD and flash technologies? And do they have customers where they're scaling out hybrid cloud architectures?”

SANsymphony-V resides on Windows servers and will support Windows Server 2012. The company has partnerships with VMWare and Citrix at the development level. The technology ‘abstracts’ controller layers across hardware devices to provide a single management point.

Houck says the company is preparing additional support resources to accommodate a wider channel.

“The partner engagement is very deep,” says Houck. “From joint selling to technical enablement even to a partner advisory council being implenented this year, and to feedback to our product development.”

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