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LAN Systems hits mushrooming EMC targets

LAN Systems hits mushrooming EMC targets

Six months into its first relationship with a major storage vendor, LAN Systems is on track to meet its annual EMC revenue targets.

The networking distributor got off to a flyer with its EMC Velocity program, beating Q1 targets by as much as 50 per cent, but saw those targets immediately double.

"Our ramp up is currently 100 per cent per quarter," LAN Systems' general manager, Wendy O'Keeffe, said.

"We will just make target for the third quarter but that is significant business."

Having signed up 24 Velocity resellers so far, O'Keeffe said the distributor was currently assessing what progress those partners had made before presenting scale recommendations to EMC in a few weeks.

General manager of partners and alliances for EMC A/NZ, David Henderson, has been surprised by the emerging partner profile.

"We expected this to be an opportunity for larger systems integrators and network organisations," he said.

"But the most success we are having is with locally positioned resellers that have a technically competent owner who is sales driven."

These companies typically had a sharp vertical focus in areas such as government, manufacturing and engineering or strength in a particular geographical area.

Henderson also expressed surprise at the size of deals coming through the pipeline.

One Sydney-based reseller, for example, was currently trying to close a $1.2 million order with a state government department. The challenge now, Henderson said, was to develop solution selling skills among the partner base.

"Some of these guys are very skilled sales people but want competitive profiling or objection handling information, while others just need better understanding of the technology. It's easy to recruit partners but quite another to get them to transact. LAN Systems can assist us deploy but we must get resellers up-to-speed on our technology."

O'Keeffe said LAN Systems was currently in negotiations with complementary vendors to further build out its storage business.


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