Tandberg Data has revealed plans to revamp its global partner programme. The data protection vendor wants to shake up its current channel programmefor a more targeted, solutions focus. “We want to make it more valuable to our distributor and reseller partners and continue to grow the channel,” Tandberg Data Asia-Pacific vice-president, Bharat Kumar, says. “We will do this by giving more channel support through a new global program that is flexible to local requirements.” The new scheme is still a work in progress but Kumar said it will cater to each country. “Criteria may vary from country to country such as in revenue and so on,” he says. “We want to make it comfortable for the partner so they value the programme and won’t see it as a ‘one-size-fits-all’.” The vendor recently shifted its focus from traditional tape storage technology to encompass new types of products such as virtual tape libraries and network-attached storage (NAS) devices. It mainly targets the SMB market through the channel. With its new business strategy, Tandberg Data intends to market its products as a solution rather than just hardware components, Kumar said. The vendor is interested in recruiting value-added resellers (VARs) and system integrators to complement its solutions-based approach by offering additional and complementary services and maintenance. The company is also looking at targeting specific verticals such as healthcare and the public sector.
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