Wanting to get up close and personal with those catering to the booming SME backup and recovery market, channel-active software vendors Veritas and Novell have struck a deal aimed squarely at resellers.
As a result, a limited licence of Veritas' Back-Up Exec data storage software will be bundled free with every purchase of Novell's latest NetWare offering, version 5.0, which was released 12 months ago.
Each new purchase of NetWare 5.0 now comes with the single-server, 50-user Backup Exec licence. According to Greg Wyman, Veritas' general manager OEM, the free software has a street price of about $995.
"We have been developing a relationship with Novell to address the NetWare market," Wyman said. He added that its market share has doubled in the last two years and now stands at around 50 per cent.
"Many of the [SMEs] who have been buying NetWare have no backup facility because of the cost and complexity involved. This will patch a big hole in the small business market where networks and stored data is becoming mission critical," Wyman said.
The rub for resellers (and Veritas for that measure), according to Wyman, comes from being able to sell services and consult on additonal storage requirements as well as upselling with optional extras built around the limited issue.
Wyman also said that Veritas' number of channel partners -- which stood at about 250 at the beginning of this year -- has doubled over the last 12 months.
"That would indicate that they [resellers] have identified the opportunity that exists in selling storage solutions," Wyman said.
"Channel partners are the key people advising small and medium business customers on their backup needs."