For at least one Australian distributor, recent natural disasters have provided the perfect background to launch a new program for the high-availability market.
According to storage, network management, and document imaging company ACA Pacific, the violent storms in Sydney last month did nothing if not remind everyone of the importance of protecting property, as well as refresh our reference to business interruptions caused by system failures or disaster.
As a result, the distributor has launched the Vinca Solutions Partner (VSP) program in Australia.
In what is described by ACA as an emerging market, there is a need in the channel for expertise in the provision of high-availability clustering solutions for the NetWare, NT and OS/2 operating environments.
Vinca Corporation is the creator of the StandbyServer software product family, and its director of systems engineering, John Epeneter, visited Sydney recently to help launch the VSP program and train some of ACA Pacific's selected resellers. According to Epeneter, the VSP program has been running successfully in the US for about a year, and he anticipates that Vinca's Australian channel partners could see a similar surge in the demand for the "24 x 7 business- critical high-availability environment".
The first of ACA Pacific's resellers to become a certified VSP is systems integrator Complete Network Engineering (CNE). Lucio Siri, a director of CNE, described his organisation as having a "business continuity focus, specialising in the network operating system space".
Siri said that customers, especially in the finance, banking, superannuation and insurance sectors, are becoming more aware of high availability and that it is the biggest issue for business-critical applications.
"As a VSP, we now have direct access to Vinca's technical support and testing engineers, as well as the knowledge base of customer events," Siri said. He added that the opportunity is there for VARs and integrators that wish to partner with CNE to make use of its specialised VSP skills.
"The value of the sale in delivering a high-availability solution is not just in the software and services but it can greatly increase the hardware business, to which a reseller may otherwise not be exposed," Siri explained.
Epeneter said that ACA Pacific was now an authorised Vinca education centre, and he expected about 16 VSPs to be certified within the first 12 months.
Tel (02) 9922 5333