Clariion fleshes out European operation

Data General subsidiary Clariion is looking to recruit up to eight specialist resellers and system integrators to boost its European sales.

The storage vendor is looking to double the business it pushes through its non-OEM channel to about 20 per cent within a year.

Jim Dawson, Clariion's recently installed vice president and general manager for Europe, told PC Dealer the manufacturer would first target the UK, Germany and France. 'We are looking for resellers with vision that want to be not just system integrators, but storage integrators,' he said. 'Traditionally, we have sold through OEMs, but we predict significant growth in the non-OEM market. We need to touch the customer, and to do this we need a mixture of top-tier resellers and direct selling.'

Clariion's UK distributor SST denied the additional partners would be detrimental to it. 'Any extra business going through the channel must be good for us,' said Andy Brown, SST business manager.

Brown said the impetus for the strategy came from distributors. 'Fibre channel isn't something you can sell off the shelf,' he said. 'But we are not box shifters and will be working hand in hand with resellers and integrators.'

Data General has turned to Clariion to reverse its fortunes in recent months, following the disastrous transition from SCSI to fibre channel.

The move was delayed by technology problems, causing the company a record net loss of $155.1 million in its third quarter.

Sarah Wong, European marketing manger at Clariion, said Data General had committed to 'invest significantly' in Clariion in Europe. She said the company was considering about 25 resellers but would not rush into a decision. 'You live and die by the channel partners you choose,' she said.