Storage vendor Hitachi Data Systems (HDS) has outlined plans to recruit resellers as it increases its focus on the SME market.
The previously enterprise-focused vendor has claimed the channel is the best method when targeting the lower end.
Andrew Wilson, UK sales director at HDS, told CRN: “We run direct and indirect operations. The direct route tends to be into the enterprise space. With indirect we have three routes: alliances partners, integrators and the distribution and reseller channel.”
Wilson said HDS currently has about 40 VARs in the UK and it does not have a specific reseller recruitment target.
“Our strategy is to go more indirect than direct and most of our transactions are indirect,” he said. “In the distribution and VAR space we have always been more enterprise focused, but we are moving more into the mid- and SME range.
“We need an extended sales arm which we’ll get by working with VARs.”
Ian Lockheart, HDS business manager at distributor Zycko, said: “This is a fresh opportunity for the channel and we are assisting with HDS’s push in the SME segment.
“We have been working with HDS to get new VARs onboard and this is a real opportunity for resellers because it is a differentiator for them. There are a lot of storage VARs who are just selling commodised products.”
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