Overland Storage has assured its partners that the company is making good headway with its turnaround strategy.
The vendor announced last year that it was embarking on a stringent cost-cutting programme, following a disappointing run of results.
According to the vendor’s recent third-quarter numbers, Overland experienced an 8.8 per cent decline in revenues between Q2 and Q3, compared with a 19.6 per cent drop in 2009.
Andy Walsky, vice president for EMEA sales and marketing at Overland, said the results are proof of the progress the company is making.
“We have increased the amount of business we do in the channel and are making good headway,” he said.
“We are in a much better position than we were six or seven months ago, but there is still more to do.”
The vendor introduced two channel products last month. These included a new addition to its SnapServer NAS family, and a range of tape drives called the Neo Series, which are aimed at SMEs and large enterprises.
Walsky said that, while some vendors are turning their back on tape, the format would continue to be a prominent feature in its product portfolio.
“The tape market is a great place to be and is the best and most reliable format to use to back up data,” said Walsky.
“Educating partners about the importance of tape and reminding them to include it in their customers’ storage strategy is something we will continue to push.”
Brett Edgecombe, managing director of Overland partner 101 Data Solutions, said the products should help partners close deals in previously untapped areas.
“The company’s products have typically been low margin and aimed at SMEs,” he said.
“With this play into the enterprise space, it gives us access to a broader range of potential customers than before.”
Paul Hickingbotham, solutions manager at Overland distributor Hammer, said the vendor was wise not to turn its back on tape.
“We have always enjoyed a successful relationship with Overland,” he said.
“Hammer continues to have a very strong tape business showing year-on-year growth, and while tape is not going to be eliminated from the market as some may predict, its role in the backup arena is certainly changing."
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