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ATL snares resellers, reveals strategy

ATL snares resellers, reveals strategy

Just weeks after ARN revealed former StorageTek channels man Oscar Bevz crossed the floor to join Quantum ATL, the tape automation vendor announced it has also lured a number of high profile channel partners and unveiled an aggressive new sales strategy.

According to Quantum ATL, the company has struck reseller agreements with Netbridge and VIT, two divisions of integration conglomerate the Volante Group, NCSI and IPEX .

Not content to stop there, Quantum ATL is also reportedly in talks with services heavyweights CSC, Alphawest, EDS and Powerlan XSI - a division of listed integrator Powerlan.

Under its new look channel, storage specialist distributor ACA Pacific joins existing distributor Optistor. Agate will distribute Quantum ATL products in New Zealand.

Sources in contact with ARN claim the vendor has also considered aligning itself with Express Data, who is reportedly looking to compliment its EMC sales with a specialist tape vendor. However officials from Quantum ATL and Express Data claim contracts have not yet changed hands.

Quantum ATL makes no secret of its hybrid direct and indirect model but channel manager Bevz, claims the new strategy is designed to reduce channel conflict while furthering the vendor's market penetration.

One initiative is a 15-point discount offered to both Quantum ATL's direct sales staff and value added resellers (VARs) who register a sales opportunity first. This 15 per cent discount on products is designed to reward the first partner to qualify a lead and eliminate Quantum ATL sales staff and partners competing for the same piece of business.

In Australia to launch the new program, Quantum ATL's senior vice president sales and marketing, Scott Maccabe, dismissed allegations Australian VARs culturally do not like doing business with a vendor that also has a direct presence. He claims the program will be well received by the vendor's local channel.


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