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EMC triples LAN Systems storage targets

EMC triples LAN Systems storage targets

From a standing start just a year ago, LAN Systems is now accounting for about 6 per cent of local EMC revenues. But there is no time for the distributor's storage team to put its feet up because the vendor is expecting that percentage to triple during the next 12 months.

LAN general manager, Wendy O'Keeffe, said she was pleased with the progress of the partnership to date and was confident of meeting the accelerated annual target.

EMC partner and alliances manager, David Henderson, praised LAN for its commitment to the cause.

"We have learned what value-added distribution is all about in the past year," he said.

"LAN has developed excellent technical, pre-sales and sales skills to service resellers and is essentially acting as a vendor on our behalf in the SMB market."

Henderson said building a channel to tackle the commercial and SMB markets had been difficult for a company more at home in the large enterprise market.

"Commercial has always been our underbelly and we needed to build market share. Halfway through the year we were a bit nervous but now we are smack on target," he said. "There are runs on the board and we can breathe a sigh of relief.

"We underestimated the time and commitment it takes to get a new business up and running but are now doing multi-million dollars per quarter. What is really important from an EMC perspective is that this is all incremental business from new partner relationships and customer sites."

LAN Systems now has 35 resellers in its storage stable; a number Henderson predicted was unlikely to go above 50. Instead, the focus in 2006 would be to get the partners it has skilled up to offer EMC services and software in addition to hardware.

"EMC doesn't intend to map to saturation because this isn't a profile for thousands of resellers," Henderson said.

"But we can build an information lifecycle management solution for LAN Systems that the resellers can single source from our software group. That will be the next wave."

From a services perspective, Henderson said partners would be given the option of building up their own capability or reselling EMC services.

O'Keeffe said LAN Systems would now look to build new relationships with other storage vendors that complemented its EMC business.

The distributor signed up with tape vendor, Exabyte, last month.

"We haven't done as good a job as we would of liked [in signing up further storage vendors] because we have concentrated on getting EMC right," she said. "But it is something we will focus on during the next 3-6 months."


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