Hitachi follows indirect sales leaders

Hitachi Data Systems (HDS) has changed its direct selling tune and is now looking for support from the channel to form a worldwide indirect sales business unit.

Led by Douglas Young, vice president and general manager for HDS' indirect sales unit, the group will be responsible for developing a sales and marketing channel for HDS' range of storage and open systems computing products. Officials said its channel partner candidates would come from the ranks of OEMs, storage solutions providers, distributors and system integrators.

According to Michael Boucher, HDS Asia-Pacific director of sales, while Australia represents a new indirect sales market, HDS has been very active in Southeast Asia, doing business through distributors or partnering with them for joint ventures.

"We're not currently a player in the Australian channel, but the impact of this initiative will see us looking for quality partners with who we can set up lines of distribution of our storage and computer products."

He cited CSC or EDS as examples of companies that may be interested in combining one vendor's processor with, for instance, HDS' storage products.

"What we've got to offer is a lot of technical expertise combined with very high-performance products like the 5700 storage series," Boucher said.

As for the vendor's indirect sales strategy in Australia, Boucher said that HDS was in discussion with at least one company which has a strong telesales capability.

Hitachi Data Systems

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