Ever since Seagate Technology acquired XIOtech Corporation at the beginning of the year, XIOtech has had its sights set on international markets and the time has come, claims the SAN vendor, to breach the Pacific Rim.
Although a wholly owned subsidiary of disk and tape drive manufacturer Seagate, XIOtech operates under its own steam and, according to XIOtech manager of international sales Ed Dieter, the company is looking to forge its own channel in the region, irrespective of Seagate's existing partnering ties.
The SAN maker is in the process of setting up an office somewhere in the Pacific (not necessarily Australia) to service its growing partner base, says Dieter, but XIOtech's first task is to sign up a reseller in each region.
Dieter claims the company is looking for a reseller, "big or small", that currently sells complementary vendors' products and can meet certification requirements.
But XIOtech will have to overcome its legacy of a largely direct approach in the US if it intends to be successful internationally. "Outside the US, the plan is to work with resellers," claims Richard Blaschke, XIOtech's executive vice president of marketing. "The reason is timeliness - we can go into the region and find the skills quicker than we could hire them. Partners also know the local market and have the connections to grow our business quickly."
XIOtech manufactures complete SANs based on its Magnitude hardware platform and REal-time Data Intelligence (REDI) software. Magnitude contains a Raid controller, REDI management software, and up to 64 disk drives for a total capacity of about 4.6 terabytes of storage. But the company's key differentiation from its competitors, argues Blaschke, is its "virtualisation" of storage capacity across the entire system.
Blaschke explains that XIOtech enables customers to pool their storage resources, regardless of where on its system a particular file or piece of data is located. The idea is to make storage management as seamless to a network manager as possible, while for the reseller, the answer is straightforward integration and simple ongoing support, says Blaschke.
Before launching in Australia, the company has heralded its support from industry pundits like IDC director of storage research, Asia Pacific, Graham Penn.
"There is plenty of room in this fast-growing market to accommodate a new market entrant such as XIOtech," Penn says. "I expect Seagate to be able to quickly leverage its reseller channel to boost XIOtech's speed to market."
However, Penn adds that the company is going to face the challenge of proving its wares, and its virtualisation software, in the market before it is established as a significant player in the future. "Either way, [XIOtech] has deep pockets being owned by Seagate."