Storage vendor Tandberg Data Asia has chosen to distribute exclusively through Renaissance Brands in New Zealand, ending its relationships with T Data and Ingram Micro. This decision follows Tandberg’s appointment of Renaissance as its third New Zealand distributor in April. Renaissance general manager Mark Dasent says it has aimed to be the exclusive distributor since it signed. “Our philosophy is around complete representation of a brand and we made that clear to them, but we needed to demonstrate to them and to ourselves we could take it up exclusively,” he says. Tandberg’s Australia/New Zealand business development manager Georg Schlueter says Renaissance will increase direct contact with resellers. “The key to success is to have your feet on the ground and speak to the resellers every day, to find out what they want. There’s been a lack of communication in the past and, at the end of the day, face-to-face communication is really important. “Renaissance lives and breathes a brand and this will fully back up the Tandberg products. We will have their 100 percent support.” Schlueter says Tandberg has already “made inroads” through Renaissance’s Apple division, and says the division could open up markets for Tandberg’s storage arrays, back end tape libraries and standalone tape drives. He also believes it could build on an already strong relationship between Exabyte (which Tandberg acquired at the end of August) and the division. Tandberg has seen significant growth in its tape automation and network attached storage (NAS) offerings in the last month, he says. The vendor plans to increase reseller training in conjunction with Renaissance and wants to schedule product information sessions here at least once a quarter, Schlueter says. Renaissance has held two partner training sessions on Tandberg recently, and Dasent says a staff member has spent a week offshore with Tandberg to school up on technical aspects. Australian-based T Data’s John Buchanan says his company has been notified of the change, but will remain an Exabyte distributor. He says T Data has no plans to take on a brand to replace the Tandberg range. “I think we’ve done a good job but they obviously don’t. You’d have to ask them why they have done this,” he says. Ingram Micro marketing manager Scott Cowen says Tandberg was a very small part of his company’s business and Ingram has quite a few agencies doing well in the storage business.
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