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16 Mar 2007
Distributor Magirus has joined forces with storage giant EMC to hold a series of reseller workshops on the benefits of pushing data profiling services to their customers.
The workshops, which involve sales and technical training, show VARs how to demonstrate cost savings to customers using the free EMC file system assessment (FSA) tool. The tool assesses a firm’s data, allowing resellers to produce a detailed report showing how much company-stored data is being used and how much is clogging up the server. VARs can then make suggestions on how to improve efficiency by further investment.
Denise Bryant, EMC director of distribution and services at Magirus in the UK, said: “This is all part of our consultative distribution strategy to help VARs take the EMC message to market and generate more business. The workshops are most relevant to VARs that have sold storage, but perhaps not wholeheartedly, so it will help them re-profile themselves as trusted advisors in the storage arena.”
Bryant said that about 75 per cent of customers’ stored data does not get accessed in more than 180 days, which represents a waste of storage capacity.
She added that the workshops, which were piloted by Magirus back in November, will be held at various locations around the UK.
Michael Standen, new business sales executive at EMC Velocity partner Ardenta, said: “One of the biggest issues we have had when talking to customers is quoting figures from research houses such as Gartner and IDC, which is often taken with a pinch of salt by IT managers. However, with FSA we can use a customer’s own data and go back to them with information about their own working environment.”
Magirus is also running partner marketing programmes on behalf of EMC, ranging from direct mail and telemarketing campaigns to onsite support at a VAR’s premises.
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