Expand Networks is hoping to offer its resellers a piece of the action in the WAN market, with the launch of a new product line, aimed at the server consolidation market.
It has added Wide Area File Services and Common Internet File System Acceleration to its core Accelerator platform, which enables consolidation of distributed file servers. It has also launched a new range of hardware platforms: the 4920 6910 and 6940 series.
Adam Davison, vice-president for EMEA at Expand, said: “We use a 100 per cent two-tier model, with our distribution partners working closely with our resellers.”
Expand currently has 25 UK partners and distribution deals with Intercore Technology, Comstor and VCOMM. He told CRN the vendor is particularly looking at VARs in the server and storage consolidation space. “Storage resellers will work with us on projects as it will improve the offer they can make to clients. We are becoming a complementary sell for VARs that are missing a piece from their jigsaw,” Davison added.
Research firm Gartner has said that the growth in WAN consolidation project is set to continue.
Neil Rickard, research vice-president at Gartner, said: “These types of solutions are becoming widespread for enterprises and the market is growing at a reasonable rate with growth of 20 to 40 per cent sustainable.”
Roger Hockaday, director of EMEA marketing at WAN provider Packeteer, said: “The market has changed in the last six months and there is a bigger focus on WAN consolidation.”
Chic McGregor, managing director at network reseller Comsys, added: “A lot of firms want these types of solutions and from a reseller prospective they can tell the customer what they can do, offer a 14-day ‘proof of concept’ trial and from there it is an easy sell.”
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