Menu
Autoloaders built with SMEs in mind

Autoloaders built with SMEs in mind

WITH the introduction of a new tape storage player, Exabyte is ready to take on the New Zealand small to medium enterprise (SME) market — with a little help from the channel.

Exabyte has spent the last three years reinventing itself with VXA packet-loading products for the low-end market.

Chris Wening, Asia-Pacific sales director, says his company has been spending its marketing money in Australia to build up that market, until now.

“I think it’s time for New Zealand to get to know Exabyte and believe me, we’ll treat this market the way it expects to be treated,” he says.

Wening says Exabyte is working to become a more sophisticated channel partner and has already launched a portal that gives resellers access to marketing material and product information.

While the company enjoys good sales on individual tape drives within the OEM community, Wening says autoloaders are an excellent channel product and perfectly suited to the SME space.

“Customers buy tape drives because they know [the technology] but VXA is actually better suited to this market. I’m telling resellers to do themselves and their customers a favour by selling the right product and that is proving the hardest message to get through.”

He admits tape drive technology is the spare tyre of the computer industry.

“No one checks it until they desperately need it. There’s nothing sexy about what Exabyte does because we’re the prevention guys.”

Richard Giddey, Exabyte country manager Australia New Zealand, says autoloaders take out the biggest cause of data loss — human error.

“The SME space is getting knocked around by data loss and these are the businesses that can least afford it. VXA plays pretty strong in the market and, because it isn’t as commoditised as LTO [linear tape open], still has some great margins,” he says.

Giddey has already started an incentive programme that rewards resellers with cash and will soon launch a partner programme.

Exabyte recently signed T-Data as its second New Zealand distributor, alongside Datastor.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Featured

Slideshows

The making of an MSSP: a blueprint for growth in NZ

The making of an MSSP: a blueprint for growth in NZ

Partners are actively building out security practices and services to match, yet remain challenged by a lack of guidance in the market. This exclusive Reseller News Roundtable - in association with Sophos - assessed the making of an MSSP, outlining the blueprint for growth and how partners can differentiate in New Zealand.

The making of an MSSP: a blueprint for growth in NZ
Reseller News Platinum Club celebrates leading partners in 2018

Reseller News Platinum Club celebrates leading partners in 2018

The leading players of the New Zealand channel came together to celebrate a year of achievement at the inaugural Reseller News Platinum Club lunch in Auckland. Following the Reseller News Innovation Awards, Platinum Club provides a platform to showcase the top performing partners and start-ups of the past 12 months, with more than ​​50 organisations in the spotlight.​​​

Reseller News Platinum Club celebrates leading partners in 2018
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP has honoured its leading partners in New Zealand during 2018, following 12 months of growth through the local channel. Unveiled during the fourth running of the ceremony in Auckland, the awards recognise and celebrate excellence, growth, consistency and engagement of standout Kiwi partners.

Meet the top performing HP partners in NZ
Show Comments