Iomega has appointed Express Online to help it push deeper into SMB and regional Australia.
The company will join current distributor Ingram Micro in distributing Iomega's entire storage and optical range.
Iomega A/NZ manager, Scott Dillon, said the decision to take on another broad-based distributor was not related to the Ingram Micro/Tech Pacific merger.
"A lot of people may think this initiative is a result of Ingram/Tech Pac but negotiations began well before rumours of the merger began," he said. "This is not a knee jerk response. It is about broadening our B2B reach."
Express Online's business model would allow access to thousands of resellers not available under Ingram Micro, Dillon said.
"Ingram Micro is very strong for us in consumer, and we are still looking for them to work into the SMB space, but Express Online brings a specific focus on that segment," he said.
The vendor's renewed focus on SMB was linked to a range of new REV, NAS and general consumer products due to be launched, Dillon said.
Express Online's access to regional resellers also made the distributor appealing, he said.
"A lot of the regional resellers are happy to purchase through something like Express Online's system," Dillon said. "Those small resellers are important as they act as the de facto IT manager for regional businesses and can take new solutions to that segment."
Express Online general manager, Alison McQuarrie, said about 30 per cent of the company's resellers were regionally based.
She said demand for the vendor's optical and storage products had led to the new relationship.
"Iomega is a very well known brand in the SMB space, so it will be an easy sell for us," she said. "We only have one other storage vendor [Lacie] so we also wanted to broaden our offering."
Iomega would make its online Partner Resource Centre available to provide online training and marketing materials, Dillon said.
New program to drive recruitment
Iomega has also announced a new program as part of a national reseller recruitment drive to take its REV and NAS products into the small business sector.
Its Asia-Pacific sales and marketing director, Tom Lok, said this would target resellers servicing the 35GB to 16TB storage market. Typical users in this space would be SOHO, branch offices and organisations with less than 100 seats, he said.
Promotional offers for resellers signing up before the end of June included a five per cent rebate on top of reseller margins, reduced prices on evaluation units, quarterly sales training and a dedicated account manager, Lok said. Its online partner resource centre would also give further support to the channel including reseller registration.
Express Online will join existing Iomega distributor, Lan 1, in supplying NAS and REV drives to the small business channel. Ingram Micro will continue to focus on supplying the consumer market.
Iomega country manager, Scott Dillon, said local staffing would be increased shortly with the addition of a B2B business development manager dedicated to supporting the SMB channel drive.