Blade server pioneer RLX has kicked off its UK channel push by signing storage VAR Posetiv.
The vendor has already outlined its plans to attack the enterprise market, and sees the VAR channel as the best way to make gains.
RLX is looking for up to 12 UK VARs, and will work with them directly until it feels a distributor is required.
"It is about getting on enough decision-makers' radars," said Douglas Erwin, RLX's chief executive.
He added that the firm missed a brand marketing opportunity that has allowed Hewlett-Packard (HP) and IBM to take the lead in the blade server market.
Erwin, who joined the firm in June and orchestrated a management reshuffle, believes the channel is the best route for the previously direct-selling vendor.
James Governor, principal analyst at RedMonk, said it is no surprise that IBM and HP have left RLX behind in blade server sales.
"They have a lot of money and big channels, and direct sales teams," he said. "RLX's problem in keeping up is probably more to do with resources than a lack of marketing."
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