Two months on from its appointment of itX as a local distributor, KVM switch vendor, Raritan, is stepping up partner development to take on a greater role in the data centre management space. Asia-Pacific vice-president of sales and marketing, Chris McPherson, said itX had given Raritan reach across more data centre resellers. The vendor also has a longstanding relationship with niche distributor, KVM.
"The next level for us over the next six months is to develop a stronger reseller base and target tier-one resellers," he said. Regional sales director, Gary Hull, said the vendor had 15 gold partners in Australia. It was now working with these companies to address opportunities across its four key verticals: government, finance, telecommunications and manufacturing. The vendor had developed tailored marketing and lead generation programs to help drive customer take-up.
Raritan s KVM products are designed to help customer manage server environments. While the technology has been around for some time, McPherson said penetration of KVM solutions across Asia-Pacific still sat at 23-26 per cent.
"Many customers haven't used KVM in the past or may have used a software solution and are not utilising the best management tools available for running their data centre," he said. "By leveraging tier-one resellers, we can actively engage on these pain points and identify solutions that customers didn't even know were out there."
Alongside its core KVM business, Raritan also recently released power management tools to monitor and manage server power consumption. These integrate with its remote server management tool, Command Centre Secure Gateway. The proliferation of new technologies like virtualisation, coupled with the need for efficiency improvements and cost reduction in the data-centre, was driving demand for holistic and remote management solutions, McPherson said. The green factor was also prompting organisations to take a broader look at their IT environment.
"The next pain point for the IT manager is efficiency improvement," he claimed. "Ultimately, we re looking to be the middleware or glue between the infrastructure management layer and the power/UPS level."
With server revenues flat and on the decline, McPherson said power and datacentre management tools gave the channel the opportunity to expand their services role and maintain growth rates.
"We are seeing a blending of the IT manager and the facilities manager's roles," McPherson said. "Resellers will need to be able to talk to the pain points that facilities managers have had in the past. In the next 12-24 months we'll see this become more of a focus in our channel training programs."