ChannelWorx looks to make a mark with EMC Insignia

ChannelWorx looks to make a mark with EMC Insignia

Networking security specialist, ChannelWorx, has been granted access to the Insignia line of EMC products.

ChannelWorx has been carrying Dantz Retrospect backup products for more than eight years. EMC bought Dantz in October 2004. EMC partner and alliances manager, David Henderson, said ChannelWorx had historically performed strongly with Retrospect in retail and Apple channels. The extension sees it handed access to Clariion AX series storage devices and four shrink-wrapped SMB software products - Storage Administrator for Exchange, Replicator, eRoom and VisualSRM.

"We will typically target SMB but also work groups within larger organisations," ChannelWorx managing director, Scott Lidgett, said. "EMC has a terrific family of products it has scaled down for SMB environments. This is a natural extension of our Retrospect relationship."

Historically a direct sales organisation, EMC appointed LAN Systems as its exclusive Australian distributor in September 2004. The Velocity program originally saw it carrying Symmetrix and Clariion hardware as well as the full range of EMC software. It was given access to Documentum collaboration and Legato storage management software about six months ago. LAN Systems has just signed up to carry the Insignia line along with ChannelWorx. But Henderson predicted the two suppliers would not clash often.

"To my mind, LAN Systems is a full-line distributor focused largely on commercial and enterprise sales but doing some work in SMB," he said.

"We are trying to manage a channel environment that has evolved through acquisition. ChannelWorx has good market presence and we would be crazy to walk away from that."

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