SANpulse looks to migrate to the UK
US vendor takes the indirect route and seeks VARs to push its data migration products
Peter Mehta: Cultivating a network of large VARs and systems integrators, and possibly distribution partners, is a priority for us
US-based vendor SANpulse is on the hunt for partners to drive adoption of its data migration products in the UK.
The company’s flagship product is SANlogics, which aims to provide users with an insight into the workings of their SAN setup. It is also designed to aid the migration of data from the SAN to a new environment.
Carl Elliott, general manager of SANpulse’s European operations, explained: “The product reduces the time, risk and costs involved with data migration by automating a lot of the manual processes involved.”
The vendor set up shop in the UK two years ago and is now intent on ramping up its channel presence by recruiting VARs with experience of selling into the financial, healthcare, public sector and telecoms verticals.
Peter Mehta, chief executive of SANpulse, said the exponential growth of data in these markets makes such resellers ideal candidates for the vendor’s products.
“We have not engaged with any resellers directly yet, but cultivating a network of large VARs and systems integrators, and possibly distribution partners, is a priority for us,” he said.
VARs that get on board with the firm can expect to make margins in excess of 30 per cent on the box and generate additional revenues through consulting, said Mehta.
Clive Longbottom, service director at analyst Quocirca, said VARs could struggle to lure in new customers using SANpulse’s products.
“The target customer has to have a migration problem,” he said. “At which point they will probably be calling in their existing systems integrator to help.”