Quantum portal takes leap forward

Quantum IQ tool designed to help resellers target customers based on their position in sales cycle

Data protection vendor Quantum has launched a reseller recruitment push and revamped its partner portal.

After recently unleashing its first range of data protection solutions for VM environments, Quantum is aiming to foster ties with VMware resellers as well as those working in the life sciences market.

A recent refresh of the Quantum Alliance Portal means resellers can now search for its published documents based on their position in the customer sales cycle, through its Quantum IQ tool.

Alistair Washbourn, EMEA channel marketing manager at Quantum, said: "You can now find content far more easily and can search by product or sales cycle."

The beginning of the sales cycle is all about educating customers to help them make decisions further along the line, he said.

"As you move along the sales cycle, data sheets and white papers become more important so customers can see best practices on how the solution is implemented," Washbourn added. "And when closing the sales cycle, case studies are very important."

Washbourn said the goal for the remainder of 2012 is to expand Quantum's reseller base on three fronts. VMware resellers top his wish list but the vendor is also targeting general IT resellers with a desire to move into the relatively high-margin world of storage. "A third area that talks more to our higher-end data management solutions is resellers that sell into life sciences. Areas such as genome sequencing are producing significant amounts of data," he said.