Choose tape

Data storage reportedly is a good market for the channel. And tape presents a particularly resilient business prospect for the reseller. Brian Hicks, UK indirect channels sales manager, for StorageTek discusses the opportunities.

Q: What is the company's route to market? A: StorageTek have essentially three routes to market. Firstly via the traditional VAD/VAR route that services around fifty members in the Total Channel Programme, secondly via our OEM partners who sell predominantly on to their own platforms and finally we service a number of strategic accounts directly.

Q: Why do you think partners and customers choose StorageTek? And, why should new partners choose to work with StorageTek?

A: Partners choose StorageTek as they are the only independent storage only vendor who can fulfil an end- to- end Information Lifecycle Management solution - This, coupled with a strong partner programme allows Partners to maintain high credibility within their end user accounts and high customer satisfaction with excellent margin retention.

Q: How do you support your channel?

A: The Total Channel Programme provides the structure that our partners work within. As part of this programme StorageTek provides over twenty Channel facing personnel to help develop our partners businesses.

All Accredited Partners have access to Channel Partner Managers as well as marketing funds and a number of programmes to help create demand.

Q: What benefits and incentives do you offer to your existing partners/new partners?

All Accredited partners are offered a dedicated account manager to help develop their business, access to a pre-sales hot line and a variety of sales tools, from Configurators to demonstration facilities. This is underpinned by access to our geographically based - end user facing new business team that are always looking for opportunities to engage with partners to develop new Channel opportunities.

Q: At what times of the year do you recruit new partners?

StorageTek are continually assessing the strength of our Channel. We regularly review the coverage model we have for the U.K., both geographically and vertically to ensure that we are able to reach as many end users as possible, whilst retaining our brand value.

A: Do you want new partners now?

Partners wishing to take a look at StorageTek's ILM solutions can contact me directly to find out more about partnering with StorageTek and can find more information at www.storagetek.co.uk or calling 01483 737 333.