Datastor has signed on to distribute BakBone's range of data backup, restore and disaster recovery software in Australia.
The company has been acting as a BakBone sub-distributor for more than a year, but it was only recently that it felt ready to handle the range, according to managing director, John Couvaras.
"You have to make sure the product is right for the market so we have been doing due diligence for the past six months," he said. "We had some pilot sites, which have now gone live, and the product complements our focus on storage for SMEs and enterprises."
The new range would diversify the storage specialist's hardware-dominated offering and bolster its solutions selling model, Couvaras said.
"Up until a year ago our portfolio was primarily hardware," he said. "However, end-users want more than just hardware, so we have been taking on software vendors to try to provide whole solutions."
Despite the product already being distributed by T Data in Australia, Couvaras said he was confident Datastor could make the most of the new deal.
"We have taken on a solution selling model and look for long-term relationships with customers and end-users alike," he said. "We have done a lot of work for BakBone in Queensland and have achieved good results. Now we want to grow that success out to other states."
To promote the new range, Datastor would work directly with the vendor to provide marketing and training support, including dealer accreditation, Couvaras said.
"We are currently working on a promotion and will be doing some bundling with the product to enforce the solution selling approach," he said. According to Couvaras, this method was paying dividends in the Queensland and NSW markets, with growth requiring the appointment of additional sales staff.
However, caution would be the watchword for continued growth this year, he said.
"In the last two to three years everyone has seen storage as a place to go and make some quick money," Couvaras claimed. "A lot of people have had their fingers burned so we are now in a period of consolidation. But those who are serious and have the right product mix will succeed."