Crn21 1200 300.jpeg

Comstor targets HP and IBM VARs with UCS

Cisco-focused distributor claims networking titan can grab VARs from rivals with server launch

Corbin: We have invested heavily in training programmes and continue to do so

Comstor is aiming to make a splash with HP, Dell and IBM partners with Cisco's Unified Computing System (UCS) technology.

The distributor also claims up to 60 per cent of Cisco's networking reseller base will see the UCS launch as a chance to move into the server arena. News that Cisco was set to square up to HP, Dell, IBM and Sun by releasing a server offering first surfaced in January.

Global distribution partners Comstor, Ingram Micro and Tech Data can now launch UCS, which includes blade servers, chassis, network adapters, switches and software, to VARs worldwide.

Bill Corbin, executive vice president of Comstor Worldwide, told CRN three-quarters of his firm's sales staff were already trained on the UCS portfolio. He added that the remainder would be up to speed within two weeks and all channel technical and pre- and post-sales support offerings would be ready to go by 1 December.

"We have invested heavily in training programmes and continue to do so," said Corbin. "Not everybody can sell servers so we have had to bring in some additional talent – from very senior level down to field level."

Corbin claimed UCS was a golden opportunity for Cisco and its channel to branch into new areas and take market share.

"I think there is going to be quite a bit of new blood in the Cisco channel, " he added. "We will see some partners that sell competitive technologies moving into the Cisco channel.

"This also provides the existing unified communications partner base with a migratory path to bring them into the datacentre. This is not a knock-off technology of what HP, IBM and Dell already have in the market, this is a disruptive technology that offers something completely different."