Riding high on the emerging area of data de-duplication software, Quantum is bringing on a direct touch sales force to fuel new reseller opportunities.
The data protection vendor has already begun interviewing for four sales and engineering positions to begin on July 1, Quantum country manager, Craig Tamlin, said.
"In the past we focused on a channel push model with different programs to help the channel excel," he said. "Now we want to include a pull model where we will canvas opportunities with end-users before transacting them through the channel."
Tamlin said the vendor's introduction of data de-duplication - the process of scanning an organisation's storage to remove duplications in data before a backup is made - was behind the staff additions.
"A new technology area like this is sometimes hard for the whole channel to grasp and we don't want to wait," he said. "We want to grow the business now, and this is the best way to do it."
Quantum broke into data de-duplication late last year with the acquisition of Adelaide-based Rocksoft.
Customers who elect to buy from Quantum will be asked if they have a preferred integrator. If they don't, Quantum would recommend one of its channel partners with the calibre to support the customer in question, Tamlin said. Criteria would include the size and geographic needs of the end-user.
"At the end of the day, our existing channel model will remain and our partners will continue to sell our volume-based products like always," he said. "But now, rather than waiting for resellers to bring in all the big deals, we'll be knocking on doors, too."