Hardware and software archiving vendor
has rolled out a trade-in programme across Europe for its ATA products, in
response to the success it received from its original US launch in December.
Its 20/20 programme allows resellers to trade in ATA-based products for a 45 per cent discount on new serial ATA-based products.
Andy Hill, vice president of Nexsan for Europe, said: “Through the 20/20 programme VARs can encourage their end users to replace their products with next-generation ones. The scheme was created on the back of end-user and reseller feedback and Nexsan wanted to ensure it was looking after its VARs.”
He added: “Nexsan also offers it partners training on sales and support, by going to the partners’ locations and dealing with real people.”
Hill said partners are chosen for their understanding of the market space, having a good cultural fit with Nexsan and joint business plans. He said Nexsan has 30 VARs in the UK and no distributors.
Hill added: “The products that can be traded in are tier-two storage products. There is a lot of growth in the market. Partners can feel confident that Nexsan is indirect in its sales.”
Jon Collins, service director at analyst house Freeform Dynamics, said: “Energy efficient and archiving products are an increasing market. The green issue is not a fad, as VARs and vendors want to deliver more substainable IT solutions to businesses that desire them.
“Due to government compliance companies are not sure what data they’re supposed to keep, so they keep absolutely everything, therefore archiving is also a growing market,” he added.
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