McData has announced a major overhaul of its channel to help push deeper into the SMB market. The storage networking vendor has appointed Brisbane-based Independent Data Solutions Group (IDS-G) as its first distributor.
The company has also boosted staff numbers with dedicated account management reps for its OEM partners and a channel manager, Brendan O'Reilly.
Previously, McData sold only through OEM channel partners such as HP, IBM and EMC. McData country manager, Ken Cooper, said the move was in line with the integration of its recent global acquisition of mid-market storage networking vendor, CNT.
"We have been at the high-end and are now coming right through the middle," he said.
For IDS-G, which also carried CommVault and FalconStor, the decision to partner with McData would be complementary, managing director, Stephen Robins, said. "SMB is huge especially as the opportunities are actually new," he said. "The price reductions of storage and switches mean that these products are open to a whole new segment."
Robins claimed fibre switches that sold for $60,000 four years ago were now available for about $12,000.