StorageCraft takes home-grown channel approach
- 27 October, 2006 12:02
Six months on from its launch in Sydney, StorageCraft has expanded its sales force, increased reseller relationships and established a new local tech-support desk.
Working closely with its sole distributor, ACA Pacific, StorageCraft holds weekly reseller recruitment, training and executive briefings at its North Sydney-based office and at ACA's offices around the country. The sessions are for resellers and end-users and aim at educating partners on sales opportunities and customer support.
StorageCraft regional manager for Asia-Pacific, Greg Wyman, said vendors focused too much on selling product.
"We are helping educate resellers on how to grow their services revenue and better service their customers," he said.
Although StorageCraft has no formal channel program in place, Wyman said it had already attracted more than 65 partners to sell its ShadowProtect backup solution. Many of these were targeting the SMB space.
"Most SMB and SME organisations are resource challenged. What they look for is a solution that's easily deployed and managed," he said.
Another big draw card for resellers was the new Australian-based tech support operation centre, Wyman said. The centre was staffed by a local team of StorageCraft employees and takes calls from resellers and end users.
"We are seeing more and more vendors going offshore for support and it's creating a major nightmare because people don't understand the nuances and terminology of Australians and the unique situations we have here," he said.
StorageCraft plans to open local offices in Brisbane, Perth and Melbourne in the coming months.