Tideway aspires to triple global partners

Datacentre consolidation vendor woos HP, IBM, CA and EMC partner base

Peter Grant: We have beaten HP recently in two very large bids

Datacentre consolidation specialist Tideway has issued a battle cry to vendor giants HP, IBM, CA and EMC as it hunts 100 new partners.

The vendor currently works with eight consultancy and resale partners in the UK as part of a global total of 52. Vice president of worldwide sales Peter Grant revealed he wanted to sign up 100 more globally over the next 12 months.

Partners will benefit from marketing collateral, a deal registration scheme, training and product margins of up to 40 per cent.

Grant claimed his firm could be more agile than its bigger rivals, adding: “Some of those guys are starting to take deals away from the channel if they are scared of losing them.”

He asserted that, unlike Tideway, sales staff at the market’s monolithic vendors “will not even look at a £50,000 project”.

“We have also beaten HP recently in two very large bids, which makes partners sit up and take notice,” he added.

Bob Tarzey, service director for analyst Quocirca, said: “Large enterprises will have a focus on datacentre consolidation themselves. Where resellers have the opportunity to step in is in the mid-market.”