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ACA Pacific storms storage market

ACA Pacific storms storage market

ACA Pacific has confirmed its place as a storage distribution specialist by signing storage vendors Computer Associates (CA) and Legato in the one week.

According to ACA marketing manager Deb Papworth, the increase in offerings was bound to cause product overlap, however she believes the vendors stand to gain because of ACA's expertise in the storage market.

"You have to sell according to the needs of the customer. We are defining a niche for ourselves. We have a responsibility to our customers to offer a full range of storage solutions."

According to Papworth, the distributor is positioning itself to take advantage of the SAN market which, she believes, is set of explode.

"We will be in an ideal position because not only do we specialise in storage solutions, but we also distribute a host of complementary products."

ACA Pacific's vendor partners read like a who's who of storage vendors in Australia and include ATL, Exabyte, Quantum ATL, Veritas, Segate and iOmega.

"We have enough range to target all levels of the market, from the very small to the largest companies in Australia."

Papworth added that ACA Pacific is aiming at providing scaleable SAN solutions in an attempt to open new markets. "Current SAN costs are prohibitive for a full-blown implementation or the smaller enterprises, hence we need to work with the larger SIs who tend to have the larger customer sales with the bigger budgets. We are also attempting to provide the more price-sensitive sites with scalable solutions that would protect the customer's initial investment," Papworth said.

Chris Wilson, CA's general manager, channels, said ACA Pacific's experience with different storage products enabled it to provide a truly value-added service.

"The differentiator with ACA is its focus on storage - when we are looking at establishing relationships with distributors we need people that can add value in the channel in the storage management space," Wilson said.

Wilson is confident that the vendor will manage to differentiate its products on the basis of service and support.

"We have enough confidence in our products and our technical and sales training should allow us to differentiate ourselves from competing offerings."


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