US-based storage network vendor, EqualLogic, has set up a local office and hired Chris Casey as its general manager of A/NZ and ASEAN regions. One of his first point of focus is to build up its channel.
Casey will be based in Sydney. He is currently looking to appoint another distributor to sit along side its relationship with ACA Pacific. EqualLogic also has three VARs signed up: Sententia, Enstor and Astron.
"My initial target is 5-8 partners but that may increase based on addressing new industry verticals," Casey said. "What I don't want to do is end up flooding the market with lots of partners that end up killing one another."
EqualLogic produces iSCSI-based networked storage arrays primarily for the SME sector. As it gains momentum in the local market, Casey said he would like to penetrate healthcare, government, mining and education.
"The healthcare market is very strong right now but I'm not in a position to address that. Maybe in 6-9 months time when I've got the basic business established, then I'll be able to step back and have a look at that vertical and see if my existing partners address it or if I need more," he said.
Partners will be given access to an online partner portal featuring a support section including software upgrades and technical documents. It also offers partners a marketing segment, where they can access information about solution sets, customer case studies and register their deals, Casey said.
"It allows channel partners to develop and protect their business," he said. "It [also] enables partners to be empowered with a lot of information about our technology partners such as Microsoft and VMware."
Partners will also be offered access to the vendor's 24-hour technical assistance centre as well as a nationwide parts replacement capability.
Prior to joining EqualLogic, Casey held various APAC roles with Cosine Communications, Lucent and Datacraft.