With the launch of new storage area network (SAN) technology into its portfolio this year, software vendor Tivoli Systems sees growing opportunities for its business partners.
According to Tivoli's GM Australia/New Zealand, Steve Burke, the company's business has expanded very quickly and its portfolio has become quite broad.
He said Tivoli has bought some specific SAN technology into its portfolio this year, which has meant an expansion of its partner base, "specifically with people that focus on the storage area of the market. In the reseller channel we've been very aggressively enabling our partners to take our technology forward," Burke said.
He said Tivoli has been "substantially investing" in education for its reseller partners and had run sales training courses for its business partners in May.
Technical training courses are also being held this month.
Burke said some of its partners sold its whole product portfolio, while others would sell just some of Tivoli's products. "It's based on the reseller's commitment, investment and skill-level," he said.
Burke believes storage management is the biggest growth area for its resellers at the moment. He also sees e-infrastructure as a growing market for the company's business partners.
The investment Tivoli is planning over the coming months includes providing technical and consulting education to its business partners, as well as sales education, Burke added. "Resellers need to take advantage of that, and they have been."Feedback from its business partners has been positive, according to Burke. He uses the recent sales training courses Tivoli has run as an example. "Most of the resellers in the marketplace have seen storage as a major opportunity," he said. "It's not the only opportunity, but it's a very fast-growing opportunity."Burke said there was also services revenue to be made from consulting and implementation of storage solutions as well. "So take up has been very positive."Upcoming is Tivoli's partner and customer conference in August, "Planet Tivoli". This will have a specific stream for its reseller partners which will include an education and review session.