Storage software specialist, Veritas, has promoted XSI Data Solutions to Elite partner status, completing XSI’s strategy to build a fully rounded set of storage services, according to its co-founder and CEO, Max Goldsmith.
“We’ve made our product set very strong – our goal is not to be a niche player,” he said. “It means we can offer a higher level of service and support to our customers … We’re very happy, very pleased.”
XSI, the largest Australian-owned and managed data storage specialist, had been a Veritas Premier partner for five years. The promotion means XSI will now deal direct with Veritas instead of via a distributor and be authorised to offer full support for Veritas software.
Goldsmith said it had been a tough year in the market, mainly because the market had been seen as an untapped resource for other manufacturers looking to grow revenues.
“The storage space has had a pretty difficult year," he said. "A lot of processor companies are facing challenges making their money and are trying the storage market. But we still came out of it highly profitable.”
Although ARN reported back in January that XSI had been looking for more deals in excess of $1 million through its partner program, Goldsmith suggested the sweet deals were now in the mid-range space.
“We still need, want and will go for the big deals,” he said. “But when you get to the $2 million deals everybody wants them. We’re bringing high-end solutions to mid-sized companies … We have created a lot of business developing at mid-sized sites.”
XSI becomes one of 16 Elite Veritas partners in Australia, joining AlphaWest, BCA IT, Commander, ComputerCorp, Data #3, Dimension Data, Enstor, Frontline, Fujitsu, HDS, HP, SecureData, StorageTek, Unisys and Volante.
Veritas’ national channels manager, Frank Zanotto, said the appointment of XSI would further its quest to deliver utility computing to organisations.
“Utility computing is all about enabling customers to have an agile IT department,” he said. “All of our software is heterogeneous and most of our customers have a variety of systems and technologies. We understand the software and architecture and look for partners that have strong integration skills.
“We’ve got some new technologies – by having direct relationships we can bring them to market faster."