Storage and network distributor Lan 1 wants its resellers to take a proactive approach to securing business. It is asking them to bring customers to its stand at Storage World 2002 to see if there is any way it can help them seal the deal.
"There is a feeling among resellers that they are reluctant to take their customers to see distributors because they will try to close the deal directly, but we want ours to feel that we are partners in business and not a threat," said Glenn Jones, Lan 1's marketing manager.
"We are a partner they can trust with skills that can help them solve problems and turn prospects into profitable business."
The Lan 1 stand at Storage World 2002, which takes place at the Sydney Convention Centre, Darling Harbour, on November 18-19, will feature a range of SAN, NAS, RAID, tape and optical storage solutions from vendors such as Adaptec, Pioneer, Quantum and Tandberg Data.
Business partners and customers attending the exhibition are also being given the opportunity to book an appointment with a technical consultant to discuss specific problems or requirements.
"Business is tough at the moment and, like any business, resellers are trying to close deals quicker and be more proactive with their sales force," said John Wellar, Lan 1's director of advanced storage systems.
"If a customer agrees to attend Storage World with a reseller, then they are obviously interested. Although we cannot develop a strategic plan in 20 minutes, we will do whatever is required to help our partners.
"If the end user is prepared to answer a few simple questions in relation to how much they have to back up and the time they need to do it, we can build a model that will look at their backup requirements for the next five years," Wellar said.
The Storage World campaign is part of a wider Lan 1 strategy umbrella called Academy, which it is using to address its resellers in small segments according to product area or vertical market.