FalconStor has added 20 new partners to its ranks since introducing a distribution tier and dedicated channel manager in December.
The network software vendor is now rolling out the local version of its global FalconStor Partners Plus program.
While the company had experienced success in building its channel, it now needed a structured and focused program to spearhead its partner recruitment drive, A/NZ channel manager, Steve Bragg, said.
"As with a lot of start-up organisations business has been very opportunistic, but in 2005 we have looked to structure a program which methodically brings in the right kinds of partners," he said.
With distributors T-data, FalconStor Australia and the IDS Group on board, the vendor was now able to launch a dual-pronged go-to-market strategy, Bragg said.
The new program will see its channel divided into gold and platinum tiers.
The platinum level would encompass systems integrators and solutions providers that would share a direct relationship with the vendor and go after tier-one business, he said.
"The other tier is for gold partners who will leverage our distribution partners to gain access to support and skills they otherwise would not have and take our solutions to the verticals they are strong in," Bragg said.
Currently, the vendor had contracts with six tier-one players and would look to announce several more in the coming month. Most recently, FalconStor had signed Fujitsu as a platinum partner, he said.
The company had also signed about 15 gold resellers through its distributors.
"We are opening the door to a whole tier of organisations that would have previously leant on EMC or IBM or HDS for storage solutions," Bragg said.
"Government and telco have traditionally been good markets for us but we are seeing areas such as energy, transport and manufacturing also open up."