Christo Conidaris, sales director at Sepaton, told CRN: “We do not have a distributor at the moment, but we are in negotiations. We hope to sign the distributor within the next two-three months.
“A distributor will get us more into the higher volume and mid-market arena, but our three resellers can still source product directly from us.”
Conidaris said the distributor has a strong storage portfolio and already sells one of the top three back-up vendors. It also operates in the SAN arena.
“We will not sign a broadline distributor as we specifically address the back-up needs of corporates,” he said. “We are looking for long-term relationships with our partners as developing the market is important.”
Barry Jones, director of S3, said: “Looking at the market, there is a growing need for VTL technology. We needed something that would provide us with the VTL technology that has the ability to scale up to large amounts of data.
“We are of the same opinion on distributors as any VAR: we are happy as long as the distributor signing does not affect us making decent margins and we retain a sales and marketing engagement with the vendor. Judging from conversations we have had with Sepaton, I do not think there will be a problem. "
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View photos of last night's awards ceremony in London
View photos of all the winners from the 2018 Channel Awards
After a glittering awards evening in Battersea celebrating 25 years of the Awards, we are pleased to share the list of winners and judges' commended winners