Gaining access to the Tivoli service management software suite rounds off the set of IBM products Datastor can offer, the company says.
Datastor was appointed as a distributor for the Tivoli range of products following IBM’s recent complete review of its software distribution strategy. The review saw Express Data lose its exclusive rights to IBM software, with Ingram Micro appointed as the second major distributor of software brands such as Information Management, Lotus, Rational, Tivoli and Websphere.
Datastor sales and marketing manager Dave Rosenberg says the company is now the sole value-add distributor for Tivoli and allows it to build complete IBM offerings to its resellers.
“It rounds off the whole solution set and ensures we’re selling the whole IBM solution.”
The company’s track record with other IBM products, such as storage hardware, helped Datastor secure the Tivoli range, says Rosenberg.
“The main reason for [the appointment] is our track record with IBM products over the past 12 months. Because we are a specialist IT distributor, we have a success record with solutions that are quite difficult to sell.”
The addition of Tivoli also aligns with the company’s strategy with the IBM pSeries enterprise-level servers it was recently appointed to distribute, says Rosenberg. “We already have phenomenal success rates with high-end enterprise customers and have put our first pSeries solution together.”
While Datastor plans to create bundled offerings combining IBM and other hardware and the Tivoli software, it will also sell the software on its own, says Rosenberg. “We also see opportunities where we can just lead with the Tivoli suite of products.”
However, Datastor plans to focus on growing the market, as opposed to competing head-on with other distributors, says Rosenberg. “We are not interested in market shift. It is about growing the white space and going after markets that IBM is not in. Our strategy is simple – we don’t look at what other distributors are doing, we look at the areas that are strategic to our business.”