Storage infrastructure vendor, Hitachi Data Systems, will part company with ACA Pacific in favour of a new distribution relationship with Express Data.
HDS channel director, Steve Kelly, said it had been looking for a distributor to push its volume product lines more aggressively in the market. As part of the new arrangement, Express Data will focus on the Simple Modular Storage (SMS) and Adaptable Modular Storage AMS 200 solutions.
HDS will maintain its OEM partnership with Acer, as well as retain Lynx Technologies as a value distributor for its range of high-end storage hardware and software offerings.
“A while back we started looking at how we were taking new products to market, particularly to the volume channel, and decided we needed a big partner to work with,” Kelly said. “This is a relatively new space for us, so we did a lot of due diligence and Express Data came out a clear winner.”
Kelly said there were no hard feelings between HDS and ACA and the vendor would work to transition business from the storage distributor to Express Data over the next 2-3 months.
“We felt that to take our volume products to market we needed a distributor with strength and breadth that also had a New Zealand presence. Express Data has promised significant investment in product marketing and doesn't have competitive storage products in its stable,” Kelly said.
To coincide with the new distributor appointment, HDS has also rolled out a Bronze partner tier under its TrueNorth channel program for volume-oriented resellers. The category is supported by a range of online learning and training initiatives.
Kelly said it planned to give its partner program a broader overhaul in the next six months.
“We’re not looking for a big bang approach – we still want to be able to offer the services and support and have training for resellers,” he said.
Express Data vendor manager, David Peach, said it had been looking for a storage hardware vendor to round out its storage stack. The distributor also works with Symantec, Cisco, IBM software, Quantum and CA.
“HDS is investing dollars into the channel and want to embrace partners,” he said. “They’ve employed a lot of people over the past six months and are a good fit for us. We will focus on working with their existing direct partners as well as recruiting more partners where it makes sense.”