Scale-out storage software company, PernixData, plans to keep investing in the A/NZ channel, according to its A/NZ channel manager, Aggie Szemplinska. Szemplinska, who only recently joined the company a couple of months ago, told ARN she has been strategising ways the business can be more involved with the channel.
As part of its revamped strategy, PernixData will be making key updates to its channel program in early 2016 and bringing in new channel partners.
“What we’re focusing on now as a team is to build out our partner network, getting the partners excited around our offerings, getting them enabled, getting the brand out there and approaching the customers that could benefit from our technology,” she told ARN.
Szemplinska mentioned PernixData wants to bring on board the right partners that will invest in the company, have a strong virtualisation and storage background, and work mainly in the datacentre space.
“I was brought in to the business to own the channel strategy, so my key objective is to build an enabled and committed network of partners. It has to be a community that understands the value proposition of PernixData and want to solve datacentre challenges differently with us.
“We recruited more partners this year as compared to the last, but at the end of the day, it’s about finding the partners that want to include PernixData technology into their portfolio of products and understand the value of our offerings,” she added.
Szemplinska said in terms of investment into its partner program, there will be additional sales tools, an enhanced partner portal, and the addition of more modules to the current PernixPrime technical training program.
“Over the next few months, partners will see changes to the look of the partner portal. We’re introducing an online sales platform called PernixPerformer. We’ll be developing a lot more tools for partners to leverage our technology to drive professional services engagements,” she claimed.
She also said the company will focus on offering more sales-led webinars and working on more demand generation with partners to jointly build pipelines with them.
“We’ll do it where they are based, have plays, and want to focus. For example, if they’re very much focused on education, we’ll help them drive the pipeline in that space. My goal is to have a couple of partners in each state across A/NZ,” she added.
According to Szemplinska, the company will also be looking to extend the reach of its Architect solution that was launched in November.
“We want to give partners more reasons to get involved in a lot more of our sales conversations and provide them with the technology to have different types of conversations – ones that are more data driven – and Architect can help them do that. We are in discussions with a few customers in deploying the technology.”
She also added that in terms of company growth, an expansion into Asia is also in its roadmap.
“We want to keep investing in the channel. Our growth in A/NZ has been remarkable and we want to set the next level. We’re pushing the boundaries to change the landscape of the storage industry and it’s an exciting time for us and for our partners,” she concluded.