Storage giant EMC has turned to broad-based distributor Express Data as it looks to grow its mid-tier presence.
Express Data will be asked to take the vendor’s Clariion CX products to its 4000 resellers across the country.
“This market space has a compound annual growth rate of 65 per cent, according to IDC,” EMC channel manager, David Henderson, said. “The channel is crying out for these opportunities.
“We wanted a value-added distributor capable of providing pre and post-sales support as well as logistics and credit facilities.
“They are hard to come by but Express Data has made a significant investment in training to make sure we get it right.”
Communications division manager for Express Data, Gavin Lawless, said 60 sales staff, 10 pre-sales and two configuration engineers were involved in ongoing training.
“This is a new product for us to take into our existing tier-two base,” he said. “We are currently very strong in that space, as well as in Cisco and Microsoft, which will have been important factors in the appointment.
“EMC has had very little penetration into the customers we target so we see this opportunity as significant.”
EMC traditionally plays at the top end and will continue to go direct with 30 of its top Australian accounts.
A group of 16 value-added resellers – including international outfits such as NCR, Fujitsu and Unisys as well as local firms including Dimension Data, SecureData Group and Tripod – also have direct relationships with EMC.
Henderson said 30 per cent of EMC’s total revenue currently came from mid-tier but predicted that would rise to 70 per cent within two years.
“Express Data has the best storage resellers on its books, those that understand the value proposition and are in it for the long-term,” he said.