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SCSI push data solutions through channel

SCSI push data solutions through channel

Data capture, storage and management may seem a little dull to the average Joe but distributors SCSI are transforming the market with the launch of a high margin reseller program for IMR's new range of Alchemy data base management products.

Designed to inject some officialdom into a process that has been occurring since SCSI first started to distribute Alchemy products in Australia in 1995, the Alchemy reseller certification program is open to any reseller who wants to sell the data products.

All it requires, according to Kristy Swift, marketing manager at SCSI, is "one day of training where SCSI shows resellers the technical aspect of Alchemy products and then teaches them how to sell it. You can be selling stuff the very next day".

Swift is also quick to assure potential resellers that SCSI does not simply have a box moving agenda. "We provide resellers with a discount on all the software. They are looking at 20 to 30 per cent margins in selling the software, then on top of that they can provide ongoing sales and consultancy services to the end user."

Swift characterises this program as unique in its total solutions approach to network attached storage. "SCSI covers a range of products from networked attached storage to scanners, CD burners, back-end solutions and high-end storage products. Resellers can offer all these as add-ons to their customers," claims Swift.

SCSI also provides demonstration software to the reseller, which according to Swift cuts down the sales cycle and makes the purchasing arrangements easier. "The NFR Alchemy kit is sold to the reseller at a minimal price. They can then use it themselves and use it to demonstrate Alchemy to customers."

Alchemy is easy to understand and sell anyway, according to Dan Lucarini, vice president of product management for IRM. "Alchemy archives data and can keep it online for a long time. It can not only enable you to look at computer data but also at scanned documents. It is easy to install and is an alternative to having to replace legacy systems with middleware," claims Lucarini.


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