Menu
NZ channel revamp for StorageTek

NZ channel revamp for StorageTek

StorageTek’s newly-appointed commercial sales manager for Australia and New Zealand Sam Srinivasan is moving his company closer to the channel.

He says, his company is looking to select and recruit new partners “who truly understand storage.”

Srinivasan says the new partners don’t have to be storage-specific; “They probably do other things, but they can articulate storage really well and architect great storage solutions.

“We’re also looking at regional relationships and aim to add a number of very select solution partners in vertical markets such as medical imaging, broadcast and the security and surveillance space.”

Currently StorageTek distributes its product through Datastor in New Zealand and ACA Pacific in Australia. It also sells through what Srinivasan describes as “a select group of resellers in both countries”.

He says none of these existing arrangements will go.

The hunt for new partners is only part of a sweeping realignment of StorageTek’s approach to the market.

Srinivasan says that until recently the company didn’t really have a channel friendly set of products. However, it now has shuffled its portfolio in a way that aids external sales. For example, the company’s disk offering has been consolidated from seven product sets to just three.

He says, “These changes make it easier for resellers to learn our products and sell them.”

In the next three months StorageTek will introduce a range of new products aimed at SMBs that will only be sold through the channel.

The company has also beefed up its channel-facing department. Srinivasan says, “Until two weeks ago StorageTek had only two people running the channel operation. Now we have eight. Half of the team are dedicated to a demand creation campaign.”

Srinivasan says this new-look channel operation will also provide reseller training.

The channel is increasingly important to StorageTek’s business. Currently, about 25% of the company’s global sales are external. Srinivasan says, “we can get to at least double that figure, if not more.”

He doesn’t have to look far to prove his point. In New Zealand, independent sales already account for some 60% of the company’s total.


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

EDGE 2018: Kiwis kick back with Super Rugby before NZ session

EDGE 2018: Kiwis kick back with Super Rugby before NZ session

New Zealanders kick-started EDGE 2018 with a bout of Super Rugby before a dedicated New Zealand session, in front of more than 50 partners, vendors and distributors on Hamilton Island.​

EDGE 2018: Kiwis kick back with Super Rugby before NZ session
EDGE 2018: Kiwis assess key customer priorities through NZ research

EDGE 2018: Kiwis assess key customer priorities through NZ research

EDGE 2018 kicked off with a dedicated New Zealand track, highlighting the key customer priorities across the local market, in association with Dell EMC. Delivered through EDGE Research - leveraging Kiwi data through Tech Research Asia - more than 50 partners, vendors and distributors combined during an interactive session to assess the changing spending patterns of the end-user and the subsequent impact to the channel.

EDGE 2018: Kiwis assess key customer priorities through NZ research
Show Comments