Sun Microsystems says its release of a new open source storage range last December has created opportunities for new and existing partners.
New Zealand country manager John Mazenier says open source storage is a key differentiator for partners. “In a world where everyone is offering like solutions for customers or prospects, this is a bolter from left field that has got some huge economic benefits, is very scalable and performs well compared to its competition.”
Sun has not set a limit on the number of new resellers it could recruit, Mazenier says.
“There is no maximum if they can make a proposition work for them. For us, it’s about providing core infrastructure.
“Partners are either doing pure fulfilment or are offering their own services and wrapping it around our technology. If they can make a living on the back of our technology it’s an open invitation.”
Sun’s storage sales specialist Paul Lewer says the company has already received enquiries from organisations that are not partners, but want to offer the products. “It has created a bit of a stir in the reseller space. Partners want to expand their customer base. The industry average out there is that storage requirements are growing for companies by 50 percent per annum. This [product] might just establish a beachhead in a new account and then they can extend out to the full range of what they do.”
Sun’s Australian-based storage product manager Steve Stavridis says open source storage gives resellers the opportunity to look at traditional problems in non-traditional ways.
“It also gives our partners and resellers scope to go and kick some new doors down.”
Sun says it is targeting traditional storage vendors such as NetApp with the products.