LSI Logic targets VARs for new market assault
Storage vendor claims to be first in the industry to offer a complete line of SAS/SATA adapter solutions
Storage vendor LSI Logic is feeling buoyant for 2007 following its latest acquisition, and is still looking to grow its UK channel.
The firm, which recently acquired privately held vendor SiliconStor for about $55m (CRN, 26 February), is also pushing into new markets. It has claimed to be the first vendor to launch a range of Serial Attached SCSI (SAS) Raid adapters that feature Serial ATA (SATA) functionality at SATA pricing levels.
Mike Rees, EMEA channel manager at LSI, said: “We have recognised that channel customers require diverse products and this [new product launch] is opening a market that LSI did not play in before. We have had the technology out there for some time, but the price has not been competitive. This launch means less investment on hardware devices for our channel partners. It will help to drive adoption of SAS technology.”
Rees said the vendor, which works with distributors Hammer, Bell Micro and Boston in the UK, is also looking to broaden its reseller base.
“We are always looking at [taking on new] integrator level and OEM partners,” he said.
Paul Matravers, sales director at Hammer, said: “LSI is trying to migrate its customers to SAS, which is a replacement for traditional SCSI technology. It is bringing the price of a high-level product down.
“Hammer is very strong in SCSI and we are pushing SAS very heavily, but this launch will allow our VARs to offer their customers a mixed storage offering.
“This gives us the opportunity to sell higher-end drives with the [LSI SCSI Raid] card and push add-on sales. LSI is trying to accelerate adoption of SAS and really get a stronghold on the market.”