Storage network consultancy group, SLI-Consulting, has struck a deal with ASI Solutions to provide storage products for its services and reseller contracts.
SLI-Consulting principal IT&T consultant, Jose Goldmann, said the company had been working with ASI for the past three months to win the business.
Previously, SLI had worked with ASI to provide storage solutions on an ad-hoc basis, he said.
As part of its trial with ASI, SLI worked on selling its fibre channel-based storage products into the education sector, as well as the CSIRO in Perth, Goldmann said.
While SLI would be working closely with ASI on its education contracts, the company would also be supplying storage hardware for ASI’s reseller channel, he said.
This would include assisting ASI grow its business in the SME storage solutions space. All products provided through the arrangement will be branded as ASI hardware.
In an interview with ARN last year, ASI Solutions managing director, Maree Lowe, said the majority of ASI’s business was derived from contracts with government and defence, education and corporate system building sales.
While these contracts used to focus on hardware installations, services now represented about half of the company’s business, she said. SLI-Consulting sources its storage gear from a range of suppliers including Hitachi Data Systems, Xyratex, Veritas and Brocade.
The company maintains offices in Sydney and Brisbane to service customers across the Asia-Pacific region.
As well as the new deal with ASI, Goldmann said SLI-Consulting was focusing on increasing its business with smaller storage system integrators, as well as local whitebox and OEM companies such as Optima. The company would also look to expand its presence into the New Zealand market.
Goldmann said there were increased opportunities for OEM and whitebox manufacturers in Australia to move into data storage hardware. “We’ve seen a lot of whitebox growth in Asia-Pacific, especially Australia, for notebooks, desktops and servers,” he said. “But the server and desktop business is cut-throat. There are higher margins to be made in storage.”
To sell storage, companies needed to focus on offering services, rather than just hardware products, he said.
Goldmann said SLI had experienced a spike in storage demand in Australia this year, driven by business picked up by its smaller system integration partners.
One area of particular growth was in the post-production film market, he said.
The move across to digital production from traditional film had seen business from post-production companies double in size over the past six months, Goldmann said.
In addition, the increase in locally produced films, such as the Lord of the Rings trilogy, had prompted a further need for storage products and services.
Nobody at ASI was available for comment at time of press.