Specialist storage distributor DynaTek has signed an agreement with Norwegian tape storage manufacturer Tandberg Data to supply its full linear product range.
DynaTek - which previously had a sub-distribution agreement with Tandberg, buying the products from a third party - believes the deal will give the distributor greater strength in the expanding digital linear tape (DLT) market.
A representative at DynaTek said: 'We don't see the digital data storage market going much further. We needed a stronger point of supply, especially in DLT.'
Commenting on the timing of the agreement, she added: 'The opportunity arose on both sides. DynaTek was in a position to sign off a distribution agreement and Tandberg was looking to appoint a distributor. After our previous working relationship, the fit seemed right.'
Steve Smith, UK sales and marketing director at Tandberg, said: 'DynaTek has shown great commitment to Tandberg for some time. The relationship between the two companies has grown and Tandberg has become a key part of our distribution network.'
Tandberg, which splits its business almost evenly between distributors and OEMs, is recovering from a torrid first half of 1998. A deal with Compaq was put on hold due to the merger of Compaq and Digital, which left Tandberg with excess stock and reduced revenue. Since then, Tandberg has secured a deal with hard drive vendor Quantum to increase sales.
DynaTek said the deal would offer resellers more competitive pricing.
'We want to sell the benefits of the low field failure rates offered by single channel linear recording drives,' said Chaim Lederman, UK managing director of DynaTek. 'This is far more attractive to us than working with products that have a high failure rate.'
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