Following consistent partner-driven growth of up to 70 per cent quarter on quarter, FalconStor has introduced a distribution tier to its channel model.
The network storage infrastructure software vendor's partner ranks have traditionally consisted of OEMs and high-end systems integrators. As part of its push on beefing up sales, FalconStor has signed distributors T-Data, DataStore Australia and the IDS group and is now on a recruitment drive.
The company has also made available an updated version of its virtual tape library and iSCSI Storage Server Appliance to the wider reseller channel to increase opportunities in the mid-tier and SMB space.
FalconStor regional director ANZ, Joel Norton, said more resellers were needed to take advantage of the opportunities in the booming consolidation market.
"Australian companies buy on cost so they often have a mish mash of storage from various vendors and are finding it very hard to consolidate," he said. "A large number of resellers who are not with EMC or HP have also been precluded from the consolidation market until now. So we are making available our IPStor technology as well which will let them create low cost SANs for end-users."
To better manage its burgeoning channel, FalconStor has appointed its first ANZ channel manager, Steve Bragg, the former sales manager for StorageTek's ILM range.
Bragg said a distribution tier was essential to reach a broader base of resellers.
"We have appointed distributors as they can provide a value-add for our new resellers," he said. "All have expertise in storage.
"We have also had some dealings with Ingram Micro, which we will probably grow in time, as we are looking at bundling some of our more commodity-based products for the wider channel."
Norton said FalconStor had also signed Westan as the first Australian OEM to rebrand its iSCSI solutions. The vendor was also in discussions with to MCR, Frontline and N-Stor as potential new partners.
Along with expanding FalconStor's channel, Bragg is also tasked with rolling out a new global business partner program.
The program will include market development funds, a FalconStor partner portal designed to provide technical, sales and marketing materials, sales and technical resources for joint sales calls, a Partner Council and an automated online registration program.