Hot on the heels of last year’s launch of channel-only products, StorageTek is beefing up its reseller relationships with the introduction of its total channel programme.
Sam Srinivasan, StorageTek commercial sales manager Australia and New Zealand, says the programme provides benefits to its partners through rebates and incentives.
“We’ve now introduced certification for partners giving high-level training in sales and pre-sales,” he says.
As an incentive StorageTek is offering cost recovery on certification with the first order placed after training.
The company is also offering storage network industry-standard certification and has added a new level of partner, premiere plus.
Premiere plus partners are able to sell OEM products as well as StorageTek’s.
Srinivasan says that not only will these partners be entitled to much higher rebates, they will benefit from support and knowledge from OEM partners such as Sun and Unisys.
“We’re looking at recruiting a number of partners in New Zealand, although a bulk of fulfilment will be through our value-added distributor Datastor.”
Last year Srinivasan told Reseller News he was looking to sign a second distributor in order to offer an alternative to Datastor, yet he now says the market isn’t big enough to justify another distributor.
“Unless Datastor decides otherwise we will continue with them — there’s no reason to have an alternative.”
Srinivasan says the channel-only SL500 automated tape library, introduced eight weeks ago, has proved to be successful, with about 70 units shipped globally each week.
“More than half the sales of the SL500 have been through the channel, so we’ve had tremendous uptake.”