EMC and Datastor have confirmed they have reached an exclusive distribution agreement, which the vendor hopes will re-ignite its stalled partner programme in New Zealand.
EMC launched its “Velocity” scheme last July shortly after appointing Express Data as its first local distributor, but as reported in the July 23 issue of Reseller News, that relationship ended as the distributor struggled to establish a channel model for the brand both in New Zealand and Australia.
According to Alister Dias, general manager of EMC New Zealand, the Velocity programme, which provides for three tiers of partners, did not take hold under ED’s tenure with none of its local partners ascending through the ranks.
The three Velocity levels are premier, partner and reseller, with movement to higher tiers largely based on revenues — all local EMC partners currently hold reseller status.
Dias concedes that EMC’s enterprise focus a year ago was not fully compatible with a channel model, but says the timing is now right for the company to engage the channel as it is committed to gaining market share in the mid-market.
Lower prices of storage devices and the increasing storage needs of smaller companies would also contribute to its success in the channel, he says.
“The time is right in New Zealand for our solutions. We now have products that are suitable for smaller businesses that have the same information challenges as larger enterprises, but on a different scale,” says Dias.
Meanwhile, Dias says Datastor was appointed based of its long-standing relationship with the reseller community and its specialist capability in storage and back-up.
“This is a unique deal that sees the world leader in storage combine forces with New Zealand’s leading storage distributor,” Datastor’s Vic Dickerson says, claiming that Datastor is the only storage-focused distributor for EMC in the region.
Datastor has trained its staff on the EMC range, and will develop a role for an in-house EMC specialist. Reseller training is under way and road shows around the brand are planned for October.
“We will probably need an additional four staff to help manage the growth of the brand,” says Dickerson.