Exabyte has rolled out a new VAR initiative aimed at recruiting 30 local partners.
The program will run over the next six months and is targeted at increasing market penetration of its storage hardware into the SMB market, A/NZ country manager, Richard Giddey, said. In particular, the vendor was looking for specialist SMB resellers that were new to the tape back-up market, he said. Regional resellers are a priority.
Giddey said the new VAR offering was also intended to reinstate formal reseller relationships after the demise of its Exabyte Solutions Partner (ESP) model two years ago. Previously, the vendor had worked with partners such as XSI Technology and SecureData to target the higher end of the storage market, he said.
The new program includes half a day of sales training and up to two days of technical training in Exabyte's VXA-2 PacketLoader and LTO Autoloader drives. All resellers will have access to spares parts and replacement services from the vendor's third-party support partner, Computer Gate service centres.
Margins of up to 18 per cent are being offered across the product range as well as cash rebates and promotions that include an Apple iPod with some units, Giddey said. All potential sales leads will also be given to newly signed VARs, he added.
Exabyte currently distributes its products through Datastor, ACA Pacific, T Data, Digital Tape Solutions and Imation. As part of the partner promotion, these suppliers would also be offered support via Exabyte's vendor for the day program, he said. Under this initiative, staff would spend time with their own employees as well as selected resellers, Giddey said.