LAN Systems has experienced record growth across its storage business off the back of its partnership with EMC.
National sales manager, Leigh Howard, said storage sales had grown by over 400 per cent in the year to December 31. "It has just been a rollercoaster. EMC has been growing much quicker than any of its competitors and at the same time our focus around the SMB and mid-tier has been unbelievably successful," he said.
LAN started distributing EMC products in January 2005. A year later, it accounted for 6 per cent of the vendor's local revenues. That figure currently stands at 15 per cent. EMC general manager of commercial and channel sales, David Henderson, said the vendor measured its success on new customer acquisitions and reseller support. According to him, LAN had provided about 40 per cent of customer acquisitions last year and increased partner reach two-fold. "The value of the customer is just as important as the value of the revenue," he said.
"The key to this business is to have partners commit to your solution by providing accreditation and certification programs that allow them to skill up and drive revenue streams.
"Each of us have put investment, marketing and focus into this partnership and it has paid dividends."
Howard said the storage division was now a fundamental part of LAN's business. He outlined backup recovery, archiving and regulatory compliance as some of the main drivers in the mid-market.
"This technology had not been available to SMBs until a couple of years ago: it had either been over-engineered at the enterprise level or was out of reach from a price perspective," Howard said. "Now it's affordable."
To maintain growth, he said LAN would like to recruit three staff to take its dedicated storage team to 10.
"If you put the focus and effort in, the market opportunity in mid-tier is huge," Howard said.