QLogic trawls Europe to recruit reseller army

Storage vendor aims to build up partner numbers with established Ethernet and server specialists

SAN vendor QLogic is aiming to recruit an additional 5,000 resellers by 2008 as part of a global move to bring itself closer to the channel.

The vendor has about 1,000 reseller partners worldwide. UK numbers are still undecided, but Frank Berry, vice-president of marketing at QLogic, said the firm will look to recruit established storage VARs, such as Ethernet and server resellers.

“Through our distributors in the UK we will be able to reach a new tier of reseller. Priority will be given to those that already have a detailed understanding of storage, such as server resellers, because they can move over to SAN more easily,” he said.

QLogic will also expand on its annual North American Fusion reseller conference and launch a European Fusion road show to recruit and train SME VARs.

Berry denied that appointing so many VARs will dilute QLogic’s channel. “We are expanding our focus on the European channel. Resellers can view it as either a glass half-empty or half-full situation. SAN is still a high-margin and services sales opportunity,” he said.

The vendor claimed the expansion will also help to support its SME SAN Express range and accelerate SAN penetration in growing markets, such as Eastern Europe (CRN, 1 August).

Jason Beeson, storage solutions manager at QLogic distributor Hammer, said: “Five thousand resellers would be fantastic for us. QLogic will achieve the increase if it gets out and talks to VARs, and the road-show will help,” he said.

Earlier this year QLogic revamped its UK partner programme with the addition of a third tier, Signature Preferred Partner, its highest tier of reseller accreditation (CRN, 18 July).