Pillar Data Systems signs Horizon Data Management
Vendor adds second distributor to its ranks
Storage vendor Pillar Data Systems has signed Horizon Data Management (part of the Horizon Group) as its second UK distributor.
Under the terms of the deal, Horizon Data Management will help the vendor target new resellers to expand its UK partner base and grow market share.
Michael Richmond, channel manager for northern Europe at Pillar Data Systems, told CRN: “We picked Horizon because of the expertise it brings. Also, Mark Walker and his team are known in the industry.
“Horizon is Oracle’s main distributor for the UK and Ireland so it makes sense that Oracle resellers want to resell the Pillar solution set.”
Richmond added that the aim was to keep UK partner numbers small.
“There is no point taking on lots of partners because it drives margin out of the business,” he said.
He also claimed there would be little overlap with CMS Peripherals, Pillar’s other UK distributor.
“CMS’s target market is complementary to Horizon and it is very rare that the markets will overlap,” he said.
Mark Walker, director of Horizon Data Management, said: “What’s attractive about Pillar is that, although it is a fairly new entrant to the market, it is not just another ‘me too’ storage company because of the funding and innovation of its products. I don’t think the UK channel has really had the chance to see what Pillar can bring to the market yet. We plan to change that.”