Adaptec adds VADs to beef up high end

Move will not affect volume disties handling traditional products, says vendor

Storage vendor Adaptec will add another layer to its distribution strategy to handle all of its high-end solution sales.

The vendor, which currently operates a broadline distribution strategy, is looking to appoint two or three value-added distributors (VADs) early next year.

Russ Johnson, vice president of EMEA sales and marketing at Adaptec, said: "Our volume distributors will remain unaffected. They will handle our traditional products, such as SCSI products and Raid host bus adaptors.

"We are looking to add a VAD layer for a high-end focus and external storage products, particularly iSCSI Sans."

He added that the company is particularly looking at Ideal, Hammer and Zycko.

Paul Sangster, managing director of Hammer, said he has already had discussions with Adaptec.

"Adding a value layer is something it has to do because of the nature of its new products. Distributors need to provide services and value to incentivise resellers to sell them," he said.