VMware is set to appoint a second local distributor, Ingram Micro, saying the move will meet growing market demand for virtualisation. The agreement is an extension of Ingram’s relationship with the vendor across the Tasman. In New Zealand, VMware has until now been distributed exclusively by Datastor. “The demand from the New Zealand market has been overwhelming, and it is now the right time to add a second distributor. We believe that we have only just scratched the surface of the opportunities for server and desktop virtualisation in New Zealand," says VMware ANZ managing director Paul Harapin.
VMware ANZ director of partner organisation David Blackman says it chose Ingram Micro because of its size and because the company distributes HP, IBM, Netapp and Cisco.
“The reach is critical and the ability to provide credit to small partners will really assist us in growing the marketplace. As we bring on new solutions in the desktop and management area, the skill set that they have acquired through the acquisition of VAD will really assist us with providing more people in the market to deal with more complex solutions.”
The deal means Ingram Micro gains access to the entire VMware product range.
Blackman adds that another key benefit of the deal is Ingram Micro’s ability to scope out and architecture designs for partners around datacentre solutions and integrating desktop virtualisation offerings.
“This is happening in the small to medium sized business market which is the primary market in New Zealand. Ingram Micro will provide us that breadth to partners that we struggled to gain with one distributor.”
Blackman was quick to point out that Datastor has been a great distributor for the company in New Zealand.
“It’s the market opportunity that presents itself with Ingram and the complementary add on of having a second distributor makes it very attractive for us. We’re expecting some good growth over the next couple of years.”
Datastor CEO Dave Rosenberg says his company has known for some months that VMware was planning a move to dual distribution locally, and is "relaxed" about the decision.
"It's a natural progression of distribution as the product matures. Dual distribution gives customers choice and we've got a good record in dual distribution markets for products."
Ingram Micro New Zealand managing director Gary Bigwood says virtualisation has grown to become an “almost ubiquitous” business practice. “VMware has been the missing piece in our core solutions line-up,” he says. Ingram staff will undergo technical certification for VMware to provide a support and design service for partners and end users. Solutions Group head Scott Cowen says its licensing team will be primarily responsible for VMware sales, and will appoint dedicated staff to support channel sales growth in this area.