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Dedicated team has HDS seeing double

Dedicated team has HDS seeing double

Storage vendor, Hitachi Data Systems (HDS), has seen its reseller sales double since creating a dedicated channel team a year ago. Revenues were up more than 100 per cent during the quarter ended June 30, when compared with the same period a year earlier, with indirect sales now accounting for about 30 per cent of its local business.

Two sales staff have also been added to the vendor's ranks to generate channel leads and provide sales training for tier two resellers.

A reduction in partner conflict and an increase in education and marketing support through the company's True North partner program had also worked to lift sales, channel sales director, Michael Heitz, said.

During the year, HDS had added Kaz, Dimension Data, HMIT and Dataflex to its direct partner base. This had seen a boost in sales across the local government, legal and manufacturing verticals.

"Partners such as Acer have also been very strong for us in regional areas," Heitz said. "They give us reach into markets like education and local government and complement other partners by integrating them in opportunities."

A reduction in size of the vendor's direct serviced named accounts had also meant new opportunities for the channel during the past year, Heitz said.

"We have reduced the names on that account by 40 per cent," he said. "We are also bringing partners into those sales now if they can provide value."

Looking to the year ahead, Heitz said HDS would work towards helping the channel contribute more than half of all sales. A key driver of this increased channel business would be taking its range of TagmaStore hardware further into smaller and medium businesses.

"Storage management software is also being well received as the value of data in the mid-market is often higher than in enterprises," he said. "They have to do more with less and are very reliant on CRM and ERP systems."


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