EXCLUSIVE: Hitachi DS signs two partners as part of new A/NZ strategy
- 08 August, 2012 11:57
As part of its new strategy that seeks to build more applications-based partnerships in Australia and New Zealand, enterprise storage solutions vendor, Hitachi Data Systems (HDS), has signed Dilignet and Clarity Consulting Group as new partners for the region.
The agreement with Dilignet, a systems integrator focused on management solutions, followed talks with Microsoft, where both parties expressed a need to fill gaps in company repertoires. Once both parties’ needs were identified, Dilignet and HDS spoke with one another to ensure that it was going to become a win-win scenario for both.
“We spoke to Microsoft and expressed the fact that, at the time, we didn’t have a partnership with any hardware vendor, and that had led to some difficulties with having to deal with customers through their own hardware vendors,” Dilignet general manager, Neil Christie, said.
Christie said Dilignet chose to work with HDS, its first hardware partner, as the vendor could provide it with a “trusted hardware platform.” This would eliminate lengthy back-and-forth negotiations with hardware stakeholders who could compromise client delivery by being unable to deliver on the business vision, he said.
“HDS were having a similar discussion with Microsoft,” he said. “They wanted a partner that had a lot of management and services capability.”
According to HDS, Dilignet was selected because it will extend the vendor’s reach into the systems management and virtualisation space.
HDS’ partnership with SAP specialist, Clarity Consulting Group, came about through existing relationships, and is in line with the vendor’s goal to deliver complete SAP solutions to customers. The partnership will focus heavily on the banking, retail, and utilities sectors.
Clarity will enable HDS to broaden its customer engagement by raising the conversation from a technical to a broader business discussion, according to a statement from the vendor.
Clarity managing director, Dennis Michael, said the consultancy will offer flexibility, whereby it can enhance HDS’ offerings to the market rather than act as a competitor.
Michael also said HDS’ heavy infrastructure presence, technical knowledge, presence within large accounts, and application knowledge and domain will be beneficial for Clarity.
While official revenue figures have not been determined, Michael said Clarity expects 10 per cent growth within the first 12-month initiation period.