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Storage vendor Intransa has inked a distribution agreement with Zycko to provide resellers with IP storage products for the SME market.
Zycko works with both networking and storage resellers and Intransa claimed its portfolio can diversify resellers’ product set and open up new margin opportunities.
Doug Rainbolt, vice-president of global marketing at Intransa, said: “We are looking for resellers with a networking background moving into storage and Zycko has the mix of partners we were looking for.
“We wanted a partner who understands storage and we hope to get interest from both storage and networking resellers looking to expand their portfolios.”
Rainbolt added that Zycko’s networking background was appealing as some resellers find it difficult to make a profit in the current tight IP-based product environment.
“Zycko is an aggressive organisation that actively seeks new opportunities. We are looking for the right mix of VARs. IP networking resellers are having their margins squeezed and with our products they can expand into storage and make additional revenue,” he claimed.
David Galton-Fenzi, group sales director at Zycko, said the Intransa product set will fill a void the market has been demanding for some time.
“Intransa is going to market with a new lower-end product range with new pricing and relaunched marketing. The opportunity in IP storage devices has interested the market for a long time, but Intransa can now provide products for this area.”
Galton-Fenzi added that Zycko has transformed from having 100 per cent networking channel to a distributor with a range of storage resellers and large integrators, such as BT and Computacenter.
“We have come from a networking background, but have steadily built a storage business. We now have a fair networking and storage channel split.”
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