High-end distributor Simms International has bolstered its storage solutions by engaging in a distribution agreement with StorageTek.
The agreement marks a shift away from the direct-to-reseller distribution model currently undertaken by the storage vendor. Until now, StorageTek always dealt direct with its solutions-focused resellers, according to Andrew Hilton, managing director of Simms International.
His mission will be to introduce the type of value-added solutions that make selling storage products successful.
"Because all the products we distribute tend to be fairly high end, we deal with most of the major national resellers," Hilton said. "StorageTek saw that as an effective way to expand its reseller base."
Hilton said StorageTek was previously distributed by Tech Pacific, but now storage is very much a solution-based sale. Tech Pacific's box-shifting model is not applicable to high-end storage solutions, he said.
"You can't sell storage without all the value-adds. We will be selling solutions in partnership with our resellers. If they can identify prospects then we will come up with a proposal, procure then go through the whole sale with them."
Hilton said 85 per cent of Simms' business is being generated around Compaq's StorageWorks. This agreement with StorageTek follows a recent alliance with Hitachi Data Systems and a yet-to-be-announced third vendor.
"Compaq sees tremendous value from this as it will allow us to cross-sell StorageWorks into Unix platforms," Hilton said.