Ingram teams up to push storage to VARs

Computer Associates and Hewlett Packard on team to help SME resellers

Broadline distributor Ingram Micro has teamed up with Computer Associates (CA) and Hewlett Packard (HP) to help SME resellers get to grips with storage.

Following a three-month pilot programme with 20 reseller partners, Ingram last week officially launched the Storage Knowledge Centre Programme in alliance with CA and HP, to help resellers grab a slice of the ballooning SME storage market.

"Storage is a huge technology area and it is one of the growth areas moving forward, but many SME resellers have not had the chance to make direct contact with vendors," said Bethany Brown, senior campaign manager at Ingram.

"We decided to launch this programme to give our partners the chance to meet vendors and try out the technology first hand."

Brown said Ingram will provide quarterly training weekends, known as 'storage surgeries', where demo equipment will be on hand for VARs to show customers. Other benefits will include a priority helpline, access to CA and HP certification courses and lead generation.

If the scheme is successful, Ingram will consider extending it to other technologies.

Chris Devlin, general manager for indirect sales at CA, said the firm was very keen to be involved. "This will help resellers sell more products to SMEs and drive focus into that space. It brings the reach of Ingram through vendors such as CA and HP and is a solid offer," he said.

James Coulson, business development manager at VAR Silicon Alley, added: "A lot of vendors have been naive and have either tried to distance themselves from the customer or go direct, but this is more of a triangular partnership, and allows resellers to tap into resources that haven't always been readily available."