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15 Nov 2004
CommVault is expanding its reseller base following the release of its second-generation data management software.
Alasdair Kilgour, managing director of CommVault UK, Ireland and South Africa, described the latest version of QiNetix, its Java-based browser suite, as "a set of tools that allow users to control and manage data throughout its life cycle".
Kilgour added that CommVault uses 28 specialist resellers as its sole route to market. Under its new plans, the company will still form partnerships only with resellers specialising in data management.
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"We are very loyal to the channel, and because we don't sell to just anyone there's no saturation," he said.
Kilgour claimed VARs benefit by working with a company that allows its partners to handle value-added services independently, ensuring that CommVault does not eat into their margins.
"Value-added services are very important. We also provide free training for delivery, implementation and support," he said.
"Partners must first put forward a substantial business plan. We put significant resources and funding into resellers. Therefore we like to make sure we have good, stable partners."
The suite is built on a common technology platform that eliminates the need for users to build multiple back-end repositories, as well as helping them comply with data compliance regulations, such as Sarbanes-Oxley, CommVault claimed.
Jon Holden, business unit manager for data storage at reseller IT Partnerships, said CommVault's plans are a natural progression.
"The reseller expansion won't cause a problem for us. CommVault slots in alongside our vision and fits very nicely. It's just a result of its success in growing into the UK market," he said.
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