Alloys gets EMC distribution deal
- 20 October, 2009 12:49
EMC has brought on Alloys to distribute its range of content management and capture products to the Australian market.
The distributor will supply Quickscan Pro, as well as the vendor’s suite of ApplicationXtender and Captiva products. Alloys CEO, Paul Harman, said he was thrilled to join forces with EMC. Alloys is the first distributor to carry these software offerings.
He told ARN the products were ideal for SME through to mid-market customers.
“EMC had experienced challenges getting this into channel hands,” he said. “At the same time, we are continuing to get that solutions focus. It’s a perfect marriage – it gives us the opportunity and capability, and EMC brings the solution.
“This signifies where we are taking document management – it’s not just about hardware, but also software solutions.”
Long-term, Alloys expected document management to become a significant and critical part of its business. While some of the entry-level products were easy for partners to take on-board, Harman said it would be doing a lot of channel training and education sessions to ensure organisations understood the full picture. These include a series of webinars for resellers.
EMC partner and alliances manager, Andy Rootes, said Alloys’ specialist focus on the document management and imaging space was key to the deal. He highlighted the distributor’s 400 active resellers as a major selling point and said both organisations had approached each other about the opportunity simultaneously.
Alloys also demonstrated ongoing commitment to educating and training resellers on new incremental revenue opportunities.
“Traditionally, content management has been very enterprise-centric for us,” Rootes said. “In the US, we have had a two-tier approach – enterprise and volume [run-rate] business. We looked at where we were going with A/NZ, and decided to adopt similar approach.
“It was about getting a broader channel to market.”