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Tape storage reportedly presents a good opportunity for the channel. We talk to Frank Charvet of TANDBERG DATA (TD), a leading global manufacturer of advanced, tape-based information storage products for the professional market.

Q: What is Tandberg's route to market?

A: We deliver to our distributors and they send the goods to either resellers or system integrators. All our customers, resellers, system integrators as well as endusers are supported directly by sales, support and our technical hotline.

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

A: Because we have a large range of very reliable products, including all linear tape technologies available, and our customers can buy everything from one vendor. We also have a European speaking hotline (customer communication centre) as well as a partner programme for resellers and system integrators which offers a lot of benefits and support.

Q: How do you support your channel?

A: Through mailings, promotions, the successful partner programme, our popular Tandberg Data certified engineer training (TDCE), dedicated sales persons, and personal support.

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

A: We offer numerous incentives which vary depending on the product and market such as:

  • evaluation units
  • try and buy programmes
  • initial offers for new products
  • Trust in SLR campaign
  • all contact persons get direct information about TD and its products

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

A: As the partner programme only recently started in the UK, we are continually searching for new partners - no time of the year takes precedence.

Q: Do you want new partners now?

A: Yes, certainly. Everybody can send in an application at any time to join our partner programmes.

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