Hitachi aims for greater channel sales

Hitachi aims for greater channel sales

HDS' Michael Heitz plans to boost revenues through greater channel sales in the medium enterprise and SMB markets

Storage vendor, Hitachi Data Systems (HDS), is targeting channel growth in every conceivable direction as it seeks to significantly increase its bottom line.

Newly appointed senior director for the HDS channel business in Asia-Pacific, Michael Heitz, said he planned to boost revenues through greater channel sales in the medium enterprise and SMB markets. Heitz was promoted to the regional role from A/NZ channels director to strengthen the vendor's partner commitment.

"We want to increase our market coverage vertically, geographically and horizontally," he said. "We're already strong in areas such as banking, finance and insurance, so it's areas like healthcare and local government we'll be looking at."

Heitz was confident the growth could be achieved from its existing partner base. These include its three platinum partners, Acer, AlphaWest and Commander; two gold partners in each state and a host of resellers working through distribution.

"2006 was a very successful year in the channel business and it's all about the capability and commitment of our partners," he said. "Acer was originally just a reseller relationship, for example, then it asked to co-brand a solution with us that has become very successful."

Heitz acknowledged, however, that growth would require some resellers to undergo further training.

"Our aggressive growth target will be achieved by investing in partner community in areas such as training," he said. "We are looking towards how we can make existing partners more profitable."

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