Cabling distributor, Comsol, is searching for vendor partnerships to help drive its centralised data management portfolio.
National sales manager, Gavin Green, said the company wanted to move away from traditional product branding and distribution into tackling niche business issues within the data centre. While 80 per cent of its business was in USB and peripherals two years ago, as much as 90 per cent was now related to centralised data management.
Green said it had recently formalised its distribution partnership with JDI Tech to bring its cabling products exclusively into Australia. It had also cemented a distribution agreement with digital KVM extender vendor, IHSE, to be their local representative and supplier.
"The IHSE digital extenders are different to our current range. It's a niche product, but a nice fit with what we do," he said.
"Our strategy is to focus on the centralised management of the data centre. We are moving away from the traditional distributor approach with a focus on product. But we can't do the whole thing, so we want to pick niche issues that need to be addressed from a customer's perspective."
Key areas of interest included the transition from SAN technology to FANs (File Area Networks), as well as power management, environmental monitoring and cooling, Green said. The company would also continue to carry products from long-standing vendor partner, Avocent.
He said the change in direction wouldn't suit all of its resellers. As a result, Comsol was now looking at which partners to work with in the long term.
"There's been a natural attrition away from the guys that did USB gadgets and retail. The partners that will fit best are those focused on the data centre, managed services or telcos," he said.
To support its push, Comsol would look to introduce a formal partner program with more technical and sales training and co-marketing initiatives.