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StorageTek pushes into regional Australia

StorageTek pushes into regional Australia

StorageTek has appointed new regional integration partners in Tasmania and Victoria as part of plans to grow the breadth of its channel.

The two players, C&I Networks in Tasmania and Brennan IT in Victoria, will join several New Zealand partners to provide StorageTek integration and services under its reseller program.

Speaking to ARN about the storage vendor's partner push, channels manager, Sam Srinivasan, said he was also having discussions with resellers in NSW and Queensland about advancing sales of its products at a regional level.

To assist these partners, StorageTek has begun reviewing its distribution model with the view of adding another national supplier.

The vendor currently holds distribution agreements with ACA Pacific in Australia, and Datastor in New Zealand.

While commending both for their ability to market, sell and support storage products to resellers, Srinivasan said it was necessary for StorageTek to appoint another party to fulfill product demand across non-metro areas.

"We are looking at incremental areas of growth," he said. "For this, we need to have a distributor who acts more in a fulfilment capacity rather than our value-added partners."

Nevertheless, the new distributor would be required to offer some level of technical support, Srinivasan said.

"We won't be going for a broad-based distributor," he said.

As an example, Srinivasan ruled out partnering with the newly consolidated Tech Pacific and Ingram Micro group. A decision on the vendor's distribution model was expected in the new year, he said.

Since his appointment to the channels post in September, Srinivasan has implemented an array of incentives and initiatives for StorageTek's partners.

Most recently, the vendor introduced a deal registration system which allows resellers to earn a rebate on successful deals initially registered with the vendor.

"StorageTek partners have his­torically felt neglected by us because we were thought of us a direct sales organisation," he said. "Often they believed if they went for a contract, they would be up against us. The new registration system is increasing the reseller's trust in StorageTek."

A free technical support hotline has also been set up in both Australia and New Zealand to provide partners with access to pre-sales and product information directly from StorageTek.

The vendor has also reviewed its certification procedures and will launch a remodelled channel certification program in January. StorageTek is now in the process of appointing a new dedicated staff member to oversee the training program.

"We had a certification program before, but like most large vendors, we had not executed it to a big extent," Srinivasan said.


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