StorageTek adds Cisco MDS 9000 SAN offering
Vendor pens strategic alliance with networking giant and denies causing rivalry with existing OEM partners
StorageTek has added Cisco's range of SAN switches to its portfolio, despite already carrying switches from rivals Brocade and McData.
The storage vendor will distribute Cisco's range of MDS 9000 SAN switches, including fabric switches and related SmartNet services and support, through some direct sales and its VAR partnerships.
Despite its existing deals with Brocade and McData, Laurence James, information lifecycle management solutions business manager at StorageTek, rejected claims that the addition of Cisco will cause rivalry.
"McData has played well in many markets before, but Cisco is adding advanced service blades so you can add value to the SAN through intelligence features such as virtual SAN capabilities," James said.
"Customers are demanding Cisco SAN kit, and sales are being driven by those with previous Cisco kit experience because they know and trust it."
James said Cisco will be added to its TekSelect partner programme, which he claimed provides customers with a single point of contact and support for integrated storage products.
"The MDS 9000 fits in well with our storage business, expanding markets and allowing interoperability between Cisco LAN and SAN switches. The channel can be guaranteed risk-free equipment," he said.
Martin Cheshire, purchasing manager at StorageTek reseller TriSys, said it will consider selling the 9000 range if StorageTek's prices reflect the market. "It makes sense for StorageTek to supply a full range of switches to complement its Fibre Channel range. If its prices are favourable then we will go down that route," he said.
But Paul Talbut, managing director of storage integrator HPS, said Cisco's policy around its MDS range neglects its traditional channel partners.
"Cisco has not yet made the MDS range available to its traditional channel partners. Its policy doesn't take account of traditional Cisco network resellers, which cannot carry MDS now," he said.