The expanding enterprise storage market could be set to come into the sights of a much broader range of resellers, following a new distribution deal last week. Independent storage vendor StorageTek has appointed Tech Pacific to distribute its disk and tape storage solutions, including the latest open architecture Storage Area Network (SAN) solutions.
It is the first time the vendor has adopted an indirect channel strategy in Australia, and according to StorageTek's channels program manager Sally Jones, it could be worth upwards of $2 million in the first year.
"It's early days yet, and we are still developing a training and marketing program, but it means the network storage business will be more accessible to a significant number of resellers," Jones said. And in a ringing endorsement of its new channel partner, Jones proclaimed: "Any vendor thinking about the open market and not using a distributor like Tech Pacific needs to revisit their strategy."
Tech Pacific managing director David Cullen said the company is constantly seeking out new distribution opportunities. "This is particularly the case with leading market products that complement our existing portfolio. We believe we have achieved that aim with StorageTek."
The distribution arrangement involves complete data storage solutions, with full technical support from StorageTek. Open systems products to be marketed through Tech Pacific will include StorageTek's TimberWolf 97xx range of automated DLT tape libraries and the 91xx family of RAID disk sub-systems.
While StorageTek is not implementing this channel strategy in the mainframe world, the StorageNet SAN products allow the sharing of management capabilities and information between mainframe, UNIX and NT platforms. This means that more resellers will have at least a foot in the storage door.
StorageTek Australia www.storagetek.com/oz