Veritas is attempting to dislodge its reputation as a back-up supplier by educating resellers on the virtues of its high-availability storage solutions.
Nick Blozan, national distribution manager for Veritas Software, said the economic slowdown and subsequent tightening of budgets has highlighted the benefits of high-availability software in increasing corporate efficiency at lowered costs.
"The channel is burdened with customers that don't have huge budgets anymore. Their question to us is, "What can we still sell them?" said Blozan.
At the same time, he believes economic hardship hasn't reduced the consumer's appetite for the speedy retrieval of information.
Veritas has launched a series of educational sessions to assist resellers in uncovering storage opportunities with existing customers.
"I speak to 10 end-users a week and there is not a single one that says definitively that they trust their recovery system," said Blozan.
The vendor is also showing channel partners how they can get into the storage provision game.
"High availability is still fairly complex, the customers need help there," he said. "The service potential is huge. If a reseller's customer can implement, design and test their own high-availability solution they're overstaffed by about 400 per cent."