Menu
New leadership at HDS A/NZ refocuses on channel

New leadership at HDS A/NZ refocuses on channel

Storage vendor is reconnecting with partners to move away from its direct sales approach.

Hitachi Data Systems (HDS) in A/NZ has spent 2014 transforming itself into a channel-focused company, according to vice president and general manager, Neil Evans.

When Evans moved into HDS A/NZ last year from HDS EMEA, he saw it was the “most direct-orientated Hitachi subsidiary in the world.”

“We had the perception of being direct to market, which was at odds at every HDS subsidiary I’ve worked with or for,” he said.

At the time, 75 per cent of the A/NZ operation was focused on direct sales with customers.

“We had an approach to bidding where would see if we could do it direct, and if we could not we’d look for a partner to do it,” Evans said.

HDS A/NZ used a state-based business model, and Evans said this resulted in no best practice sharing among regions.

In Western Australia, where HDS had partnered locally, the business was growing, though the remaining regions were maintaining revenue but not expanding.

This issue was addressed by consolidated the state-based businesses into four regions, and instructing territory-based staff to work with partners to make sales instead of going direct.

The changes were implemented early last year, so Evans said the team has only come to productivity now.

“Our business is growing quickly, with the number of tractions with partners significantly ahead of what it used to be,” he said.

Opportunities in scale

With high profile datacentre launches by Amazon Web Services and Microsoft Azure in Australia, some industry observers wonder if it will squeeze small players out.

Evans said he is not worried about the “model they bring to the market in terms of workloads in a public Cloud.”

“I’m more concerned personally as a vendor in terms they have proved commodity architectures work,” he said.

What Amazon and Microsoft are doing is giving credence to the notion that a “badge can be taken off a box” and it can still be bought in scale.

“Now as long as you have scale and it has to be massive, you can go and do that,” he said.

Patrick Budmar attended HDS’ A/NZ Partner Summit 2014 as a guest of HDS.


Follow Us

Join the newsletter!

Error: Please check your email address.

Tags channel programchannel partnerhdshitachiHitachi Data Systems (HDS)

Featured

Slideshows

Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP honoured leading partners across the channel at the Partner Awards 2017 in New Zealand, recognising excellence across the entire print and personal systems portfolio.

Meet the top performing HP partners in NZ
Tech industry comes together as Lexel celebrates turning 30

Tech industry comes together as Lexel celebrates turning 30

Leading figures within the technology industry across New Zealand came together to celebrate 30 years of success for Lexel Systems, at a milestone birthday occasion at St Matthews in the City.​

Tech industry comes together as Lexel celebrates turning 30
Show Comments