Veritas Software is set to charge into the mid-market enterprise space after it expanded its distribution agreement with Express Data to include its higher-end availability products.
Express Data has been distributing Veritas's backup and recovery commercial range for around two years. Under the new agreement, ED will supply Premier resellers with Veritas's enterprise suites such as Volume Manager, Cluster Server and Volume Replicator. Veritas's eight or so top-tier Elite partners will continue to buy directly from the vendor.
The decision to extend the distribution of its higher-end enterprise products will offer greater support for Veritas's 25 or so Premier partners as well as its entry-level resellers, according to Veritas national distribution manager Nick Blozan.
For the first time in Veritas's Australian history, sales of its enterprise availability or non-backup products accounted for 52 per cent of the company's revenues, despite around 1,000 resellers selling Veritas's commercial products last year. This marks a significant turnaround in that the bulk of its revenues are now derived from its enterprise business, which is sold through relatively few partners.
The result is that Veritas wants Express Data to create an avenue for the vendor's enterprise range to filter down into the mid-enterprise space where the vendor's Premier partners are traditionally focused. Blozan said that there is a substantial opportunity for second-tier partners to help customers better utilise their current investment in storage hardware.
Expanding its agreement with Express Data follows the April release of Microsoft Windows 2000 compatible editions of its high-end availability and management tools such as Volume Manager. The integrated suite of products provides companies operating on the Windows 2000 platform with the same set of storage management and availability features that Veritas provides for the Unix environment.
The expansion of Veritas's distribution line-up comes after the vendor parted ways with Alstom IT in November/December last year. Tech Pacific and ACA Pacific continue to distribute Veritas's commercial products, while Ingram Micro can supply only Veritas's enterprise range. Express Data now has access to both.