itX flicks the switch on Sun servers
- 31 May, 2007 16:51
itX has chalked up a distribution deal with KVM switch vendor, Raritan, to help leverage its Sun Microsystems server offering.
The deal includes access to the latest Dominion KXII: a KVM-over-IP switch featuring universal virtual media that allows users to install software, transfer files and backup data remotely.
itX general manager of distribution, Greg Newham, said Raritan had been after a national distributor.
It joins KVM Australia in the vendor's distribution fold.
"We've had a fair amount of enquiries for KVM switches. We see it as a complementary product that we should get some good pull through with our Sun business," he said. "Raritan is a well respected brand in its market and is considered to be a leader in that space."
Newham said it would target Sun resellers. itX currently had in excess of 50 partners in that space. All would be provided with training.
"The KVM opportunity is not for everyone, but where we can we will promote it," he said.
Raritan director of sales, Gary Hull, said it had been profiling a number of distributors but felt itX was best capable of meeting its needs.
"We were really excited by what they can offer the business," he said. "We were pleased with how they engaged with vendors and the intuitive process they go through to take the time to understand their business.
"We went through an extensive process and we're glad we did it because we distilled where the true value is in the relationship."
Hull estimated about 80 per cent of Raritan's business came from selling KVM switches in conjunction with servers.
"Sun is a well known brand and every time a server is sold into the market there would be a requirement for some centralised device management," Hull said.
Raritan reintroduced a distribution model in March to level the local playing field for partners.