Reseller News

Hitachi tools up for channel

  • Kate Palmer (Unknown Publication)
  • 08 February, 2006 22:00

Storage specialist Hitachi Data Systems (HDS) has set up shop in New Zealand for the first time and appointed a country manager.

Brent Wilkinson, formerly of Unisys, is presently the company’s only body on the ground but plans to recruit extra staff.

Until now HDS’s presence in New Zealand has been through Hosting and Datacentre Services, now rebranded as Revera. Last November Revera purchased HDS’s 49% share in its company although it remains a platinum reseller.

HDS presently has four partners, of which Revera is the only local partner, while Sun, Unisys and Acer are global partners.

The company is yet to appoint a distributor and Wilkinson says once a decision has been made he will look at recruiting additional local partners.

“HDS is committed to investing heavily in the channel and is looking for a variety of partners, especially systems integrators and companies targeting specific vertical markets,” he says.

Tim Smith, HDS marketing manager, says 100% of his company’s business will go through the channel.

“HDS wants to ensure it does everything it can to make its partners profitable,” he says.

Smith admits his company didn’t plan to set up a base here prior to the amicable split with Revera.

“It wasn’t a long-term strategy but it does make sense to set up a local presence and support our global partners.”

In addition HDS is rolling out its partner certification programme which has been recog-nised by the Storage Networking Industry Association (SNIA) in its own certification programme.

Mark Kay, HDS ANZ managing director, says the programme has been designed in response to customer and partner input on how to better meet time-to-market and implementation needs.

Wilkinson believes accreditation is now more important than ever.

“It’s definitely a value-add to deliver services with a qualification. It also gives partners a framework to measure organisations before implementation.”