HDS announces channel foray

Hitachi Data Systems yesterday announced it will invest $US300 million in its first attempt to divert up to 70 per cent of its sales through a worldwide channel structure.

The move comes as the company attempts to bolster the services component of its high-end storage and server sales, and as its business tracks away from a primary focus on the mid-range market.

Graeme Gleave, HDS' newly appointed channels director, told ARN the company aims to direct around 70 per cent of global sales through the channel over the next three years.

He admits the plan will be a hard slog as the company is coming from a standing start as far as the channel is concerned.

"One of the keys to making it successfully is making your channel partners successful," Gleave said.

HDS Australia is currently in contract negotiations with two value-added distributors and three national resellers in Australia, as well as a value-added distributor in New Zealand.

The company reports the new partners will help provide "enterprise-class, end-to-end solutions from the data centre to the desktop".

Gleave said the channel plans, which were initially mooted around four months ago, also include the employment of a number of soon-to-be-appointed sales specialists who will work directly with the channel and customers.