Tape storage manufacturer Tandberg Data is targeting the entry-level market with its linear tape open (LTO) drives.
Georg Schlueter, ANZ business development manager, believes resellers will find these drives to be an easy sell with a price tag of approximately $1,600 — 40% lower than current HP pricing.
“It’s a no-brainer with such a killer price backed with good technical specs. I think systems integrators will love it, especially as LTO is the new industry standard,” he says.
Tandberg’s LTO drives are now bundled with Symantec Backup Exec software, which Schlueter says is ideal for the small to medium enterprise (SME) market as it covers most of their backup requirements.
It also has a similar bundling arrangement with CA for midrange and enterprise customers. As these relationships with Symantec and CA are regional, Schlueter would like to work with the partners of both vendors. “There’s no local strategy in place as yet but I’m prepared to develop relationships with their channels.”
Schlueter says his company is preparing to roll out its partner programme in May and is planning events surrounding the launch.
“Because we’ve signed so many resellers in New Zealand we want to say a big thank you, so there will be a bit of wining and dining involved.”
Since taking on his role last year Schlueter says the local market has picked up.
“We didn’t have anyone on the ground and had to rely on our distributors. Now I can listen to resellers and pass on any complaints or suggestions as well as supply product roadmaps and troubleshoot.”
Having established a solid base of SME resellers, Schlueter is eager to break into the midrange and enterprise market and will do so through selected partners.