CMS Peripherals has signed a distribution deal with storage vendor Scale Computing to fill the gap left by Dell earlier this year.
The distributor parted ways with Dell back in February, having spent a year marketing its EqualLogic storage line to the channel.
Joe Fagan, product marketing manager at CMS Peripherals, said the firm plans to target Scale's unified, scale-out storage line at HP LeftHand and Dell partners.
"The products would be a good fit for LeftHand or EqualLogic partners who, for one reason or another, might be feeling disenfranchised and require a low cost and high margin alternative," he explained.
The distribution deal is the first Scale has signed in the UK and Ireland, and marks the start of a wider European sales push for the vendor.
Simon Marrion, EMEA channel development manager at Scale Computing, explained: "We want to make sure our sales, technology and channel strategy stack up in the UK first before we move onto continental Europe, starting with France and Germany, next year."
As well as HP and Dell VARs, Marrion said its products are a good fit for SMB-focused VARs whose customers require enterprise-class storage.
"We do no have a set number of partners in mind that we would like to recruit, but our existing partners can be assured that over distribution will not be an issue and they will continue to make high margins on our products for a long time to come," he stressed.
Furthermore, Marrion said the firm has not ruled out adding "one or two more" distributors to its channel mix in the future, but not at the expense of partner margins or its relationship with CMS.
"I have known the guys at CMS for around 20 years, which was a big factor in our decision to partner with them," added Marrion. "They are absolutely in the right place for us and how best to target the SMB market."
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