Channel shake-up to follow Exabyte buy

Channel shake-up to follow Exabyte buy


Local distributors for Tandberg Data and Exabyte Corporation are anticipating a channel reshuffle following Tandberg's acquisition of the US storage vendor for $US28 million.

T-Data carries both Exabyte and Tandberg products. Regional manager of storage solutions, Larry McCabe, predicted a channel review shortly. Other local suppliers of both vendor lines are SLI-Consulting and ACA Pacific. Westan is a distributor for Tandberg only.

While predicting reseller rationalisation, McCabe expected all local distributors would retain their place. He claimed the current line-up had achieved positive results for both vendors.

"They would be reluctant to adversely affect channels that were working quite well for them," he explained.

Principle consultant at local storage specialist SLI Consulting, Jose Goldmann, spoke to a Tandberg representative this week who confirmed there would be product consolidation. However, channels would remain separate for the moment. Goldmann predicted the two channels would be realigned within the next nine months.

"Our perception is that there will be a consolidation of the channel in terms of both distributors and partners. They will be selected on business acumen and their expertise in Tandberg's target market, small and medium businesses," Goldmann said.

He also forecast a new distributor specialising in the SME market would be appointed by Tandberg.

The Norwegian company's acquisition of Exabyte will expand Tandberg's product range, as well as strengthen its position outside of Europe, especially in the United States.

McCabe said the biggest benefit of the acquisition for Tandberg would be access to Exabyte's automation products.

"Exabyte makes some of the best automation products in the business. Tandberg have some but Exabyte have a lot. It's a good story," he said.

Goldmann said the acquisition was positive for both sides.

"Tandberg and Exabyte used to work very closely together, with Tandberg re-badging Exabyte, so there are already synergies there," he said. "It will be much easier for us to go to market as now we are dealing with one vendor, not two."

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