Dell and CMS Peripherals part ways

Distributor admits EqualLogic numbers were not ramping up fast enough as it looks to sign new vendor in unified storage space

Dell and distributor CMS Peripherals are parting company, just a year after inking an agreement around the vendor's EqualLogic portfolio.

CMS Peripherals joined Hammer in Dell's EqualLogic distribution lineup last February, but has admitted it was finding it tough to convert resellers of rival storage technologies in the difficult economic climate.

It is understood that Dell had placed about 80 resellers serviced by itself or by Hammer off limits to CMS. The distributor had set itself the goal of bringing 20 net new resellers on board.

CMS Peripherals product marketing manager, Joe Fagan, told ChannelWeb that the distributor had developed about 12 resellers, but complained the "pond we were fishing in was too small".

"When economic times are good, people have that slack to get their heads around a new proposition, but when times are hard they don't have the luxury of taking a risk, which gives momentum to the incumbent," he added.

Fagan admitted that CMS Peripherals had found HP LeftHand a particularly strong opponent. "HP is already embracing the LeftHand partner community and it was a difficult egg to crack."

Fagan added that the duo had agreed in January the numbers were not growing quickly enough. The distributor will funnell its EqualLogic resources into its other storage franchises, but Fagan said CMS Peripherals is also close to signing an emerging vendor in the unified storage space.

It is not known if Dell is looking to appoint a second distributor, although the vendor confirmed that its pan-European partnership with Magirus could still potentially be extended to the UK at some stage.