Alphawest makes premier decision with Quantum

Alphawest makes premier decision with Quantum

Alphawest has cemented a two-year reseller relationship with Quantum to become the storage vendor's latest Premier VAR.

The new status involved a formal agreement being signed between the two companies for the first time and would give Alphawest national coverage for Quantum's tape and disk solutions.

Prior to the agreement the relationship was largely confined to the system integrator's home turf of WA, Alphawest national line of business manager for infrastructure, Ed Jeffers, said.

Jeffers, a US citizen, recently joined the company with the remit to realign Alphawest's vendor range with its key vertical markets.

Tiering vendors in terms of strategic importance and according to market focus was part of his review that involved the Quantum deal, he said.

Quantum had traditional strengths in tape media, despite the strong growth in disk, Jeffers said.

"It is the number one tape vendor and despite all the talk there's not going to be a tape free office just yet," he said.

"Business continuity is going to require a combination of solutions - disk to tape, disk-to-disk-to-tape and so on."

Quantum A/NZ country manager, Craig Tamlin said Alphawest was chosen for being the preferred integrator of many large Australian corporations and its strengths in the government sector was particularly attractive.

Premier VAR benefits included greater margins through preferential pricing, joint marketing campaigns and access to its enterprise range of disk and tape solutions, he said.

Alphawest join Volante, Commander, Hitachi Data Systems and Dimension Data as its Premier VARs. However, no changes would be made to its distributor ranks, Tamlin said.

Further to its recent acquisition of Certance and subsequent review of its channel, Tamlin said that the company would not change its line up of Express Data, Digital Tape Solutions, ACA Pacific and the most recent addition, Synnex.

"We have had minimum conflict by bringing on Synnex through the Certance merger," he said. "We've had additive growth without conflict".

Further sales growth through the channel was expected from its latest strategy of bundling its DAT, DLT and LT tape drives with Veritas's Backup Exec Quickstart Edition software.

Both companies used ACA Pacific and Express Data for distribution but details of the rollout, due for July, were still to be finalised, Tamlin said.

However, in terms of markets the 10 to 100 seat businesses would be targeted through Quantum's SMB reseller base, he said.

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