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Distribution Central launches Fusion Systems in SAN Systems rebrand

Distribution Central launches Fusion Systems in SAN Systems rebrand

New business unit heralds aggressive vendor recruitment and expanded technology lineup

Distribution Central has rebadged its SAN Systems business unit to make way for a raft of new technologies and vendors aligned to the changing nature of the datacentre.

SAN Systems, which specialised in storage and datacentre solutions, will now be called Fusion Systems.

Fusion Systems will be expanded to include datacentre consolidation, software defined networking, Cloud, big data analytics and virtualisation.

This will herald an aggressive vendor recruitment strategy, a new go-to-market strategy and four new staff to drive the broader datacentre strategy.

Distribution Central managing director, Nick Verykios, told ARN the complete revamp of the SAN Systems business unit was in line with investments made over the past two years.

"In the next six weeks we will make three new significant vendor announcements, and in the next six months you will see 10 new vendors," he said.

"It's important we look at disruptive vendors. They are the businesses solving the business problems the way the end user wants them to be solved. All the systems that we are famous for are getting a complete overhaul."

The new staff members will include a business development manager, internal sales representative and two sales engineers.

Verykios said it was imperative that the company was covering all aspects of the datacentre opportunity, in terms of the technology the company represents.

This will be supported by Distribution Central's channel services suite and DC PODfactory and DC CloudSelect strategies - which will benefit from the expanded portfolio.

The company has also launched a new channel engagement strategy - Land, Expand, Extend, Protect (LEEP) - which underpins the entire portfolio and services strategy, including Fusion Systems.

According to a company statement, resellers and service providers need to ensure they remain relevant and deliver technology solutions and services that address their customers' business problems.

LEEP aims to cater for emerging consumption business models and attempts to enable resellers to maintain relevance by ensuring that they are taking advantage of the systems and services that allow them to "Expand" and "Extend" the advanced technology solutions they have already introduced to their customers.

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He said the objective of the model was to provide what a reseller needs to have a better conversation with their customers in order to disrupt the buying cycle.

"Our LEEP model disrupts the existing channel approach to selling technology solution by highlighting the opportunity to upgrade, refresh, introduce new feature attaches and cross-sell, before even considering the licence and maintenance renewal," he said.

"LEEP addresses the need to continuously deliver relevant solutions and services to the end-user throughout the entire product life-cycle, not just at the initial sale.

"DC offers its partners the opportunity to continuously engage with their customers through its systems, channel services and technologies delivered through its business units - Firewall Systems, ViViD Systems and Fusion Systems."

The announcement follows a recent deal which will see its SAN Systems business unit, now Fusion Systems, deliver EVault’s Cloud-connected services to Australian and New Zealand (A/NZ) resellers.

EVault is a subsidiary of storage giant, Seagate, which offers backup and recovery services for on-premises and online data protection and subsequent Cloud-based disaster recovery.

The agreement will see SAN Systems work with EVault’s Cloud Connected Resellers (CCR) and Cloud Connected Service Partners (CCSP) to deliver a portfolio which includes Cloud-based backup, disaster recovery, and storage-as-a-service solutions.

Distribution Central has grown from $1.6 million in revenue in 2004, to more than $275 million in 2014.

It has 120 staff across A/NZ and Singapore and its senior management team, Nick Verykios and Scott Frew, have been recognised in the ARN Hall of Fame (2012,2013).


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Tags fusionnick verykiosfirewall systemsSAN SystemsVivid SystemsDistribution Central managing directorEVault’s Cloud Connected ResellersFusion Systems

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