Data protection vendor, Certance, is considering opening its first Australian office in order to satisfy the demand being generated by its distribution partners.
The company plans to begin working more closely in support of the reseller and SI channel, and according to executive director for international sales and marketing, Martin Vine, there will be a Certance employee based in Australia in the near future.
Vine spoke with ARN while visiting Australia with his technical support manager.
“The purpose of this trip has been to meet our current distributors and to ascertain what level of investment is required from Certance to increase market share for our mainline products,” Vine said.
The company is now putting together a business plan for the Australian market.
“We have found that there is a need to directly support the reseller channel and not just by rolling out reseller partner programs,” he said. “This sort of program is good, but we believe that we can offer greater support with local representation complimenting the work of our distributors.”
The company is looking for channel partners who are suitable for dealing with both Certance’s existing tape back-up storage products, as well as a new product which is currently being shipped.
“We want to ensure that we are properly represented and equipped to support new products,” Vine said.
“For instance, we were impressed with two of our historical distributors, Synnex and ACA Pacific. They are two different companies, but they are both very competent, and fit exactly into our business model.”
The new product line, CP3100, was a disk-to-disk-to-tape (D2D2T) variety of data protection solutions that Vine said was very different from the company’s other products.
Based on Certance data protection architecture (DPA), the product was developed after the company surveyed over 700 small-to-medium businesses.
“We discovered that a lot of smaller enterprises here don’t have a back-up strategy, so there’s certainly a market for the CP3100,” he said. Vine claimed that the new product was a like-solution at a lower price.
“We’re giving the SMB market the opportunity to have the same functionality of product that is already available to high-end enterprises,” he said. Certance data protection product lines already available in Australia include Travan, DDS/DAT and LTO Ultrium.
“Personally, I am very excited about the opportunity Certance has in ANZ,” Vine said. “I look forward to replicating the success we have had in other regions where our competitors previously dominated.”