The Australian division of US storage management software vendor, DataCore, has announced major channel changes.
The company, which is best know for its enterprise-targeted SANsymphony product, is in the process of globally rolling out a new channel program aimed at recruiting resellers to boost the sales of its SMB-targeted product, SANmelody.
The vendor has also announced that it has appointed its first channel manager, David Bull, to manage the program and the anticipated swelling of partner ranks.
While the local version of the program was yet to be finalised, A/NZ country manager, Peter Weston, said it would likely contain substantial funding and facilities such as demonstration software, consulting, design and technical services as well as marketing, PR, sales and training support.
Explaining the changes, Weston said DataCore was gearing up to seriously expand its efforts in the SMB storage space.
"We are looking to really push SANmelody as the cost of disk has dropped dramatically but management issues have not," he said. "SMBs have thrown more servers and storage at the problem instead of looking for a proper management platform."
Currently, DataCore had about eight local enterprise integration partners including Volante and Data#3.
The new push was designed to grow a base focused on the mid-market, Weston said.
"We have won a lot of new business with our current systems integrator partners, but SANmelody really suits those organisations that don't have a good storage understanding but want to move into that space," he said.
While new partner representation in verticals such as healthcare were of interest to the company, gaining geographical reach was a greater concern, Weston said.
"We have had success in outlying markets like Western and South Australia but need more representation in the larger states," he said.
DataCore is also looking to create a distribution tier to broaden its national reach, Weston said. It would do this by building on an established US relationship.
"DataCore has a good partnership with Ingram in the US, so we are looking to extend that relationship here," he said. "A broad-based distributor would meet the needs of many partners but at the same time some look to storage specialists, so we are looking at including them too."