Datastor is taking on its first server and thin client products to drive further into virtualisation.
The distributor has expanded its relationship with IBM to include the vendor’s pSeries enterprise-level servers, and will now also offer Wyse thin clients to focus on the virtual desktop market.
However, it will share distribution rights to both products – Value Added Distributors also offers the pSeries, while Express Data and MPA represent Wyse as well.
But Datastor will focus on “green field” opportunities with both ranges, says sales and marketing manager Dave Rosenberg.
“When taking on a new agency, the key consideration for us is how it can add value to our solutions business. We look at what we can do in the marketplace and where incremental growth can come from.”
Rosenberg says Datastor approached IBM to take on the pSeries, as it felt it could grow the potential market share for the range. “The local market share of the pSeries does not reflect the product’s strength. It is amazing how little the New Zealand market knows about the pSeries.”
As a high-end server, the pSeries enables Datastor to expand its virtualisation practice, which is being driven by VMware, for which it is the exclusive local distributor. “The enterprise server space is a new area and an area of growth for us. As we build into virtualisation, it makes sense for us to have complementary products available,” says Rosenberg.
The range will enable resellers to bundle servers and VMware software in their virtualisation offerings, he says. “It adds another string to our resellers’ bows – when talking about virtualisation, it gives them another high-level option.”
Datastor has appointed Zane Bryhn as a business development manager and product specialist for the pSeries, and is conducting channel training and enablement for the range.
VAD is not concerned about sharing distribution of the pSeries with Datastor, says managing director Terry Dunn. “It is such a big market there is plenty of room for both of us.”
IBM channels manager Raymond Skoglund says while the company traditionally tends to sell its branded products through individual distributors, the pSeries is an area it has started to review “to offer a greater value-add component for our business partners”.
Meanwhile, the Wyse thin clients will enable Datastor to take better advantage of VMware’s Virtual Desktop Infrastructure (VDI) offerings, says Rosenberg. “We wanted a strong product to round out our VDI solutions and looked at who VMware was partnering with.”
Datastor will launch its VDI strategy at its Forum event in Wellington and Auckland next month, says Rosenberg. “It will be quite interesting, but I do not want to spill the beans now.”