Atempo looks to tune into the channel rhythm

Vendor to recruit up to 20 UK resellers to bring channel to European standards

Vendor to recruit up to 20 UK resellers to bring channel to European standards

Storage vendor Atempo has launched its first UK partner programme with a view to developing 80 per cent of its total revenue through the channel within the next couple of years. The firm currently operates a predominantly direct sales strategy.

The programme will initially be centred on the vendor’s Time Navigator data protection software suite.

Richard Mathewson, vice-president of Atempo EMEA, told CRN: “The channel won’t be created overnight, and we will take the time to build it correctly. We need a community of VARs that add incremental revenue to the business and that can take us into new markets.”

Mathewson added that in the UK Atempo will look to recruit between 10 and 20 VARs. However, he admitted that a small direct sales force will be retained for pre-determined global accounts.

The channel already accounts for 70 to 80 per cent of sales in the other European countries in which Atempo operates.

“This will bring our UK channel up to a similar level as our other European operations. It’s essential for us to grow Atempo through the channel in the UK,” said Mathewson.

In March, the vendor announced compatibility certification of its Time Navigator product with EMC’s Clariion disk-to-disk backup system. In November, it also joined Sun’s iForce partner programme in an attempt to open its products up to Sun’s global user base.

Roger Smith, managing director of Atempo VAR Solid State Solutions, said the development of a stronger channel focus is an “opportunity multiplier” for Atempo.

“For all resellers, a vendor’s consistency in its channel approach is key. Atempo now seems to have this in place, and resellers will gain confidence in its channel,” he said.

However, he warned that Atempo would be wise to limit its reseller partnerships.

“Atempo needs to keep its dedicated resellers to a minimum. The more Atempo resellers there are, the more competition there will be,” he said.