Jean-Luc's focus will be to align the EAME region with global strategy and dovetail the region's business model with the corporation's objectives. He will report to Angel Garcia, Corporate Vice President, International Operations.
"I'm delighted to be taking up this key role for EAME. I believe we can make a real difference to the channel with a personal, down to business approach. Supporting our channel partners is my number one concern, whilst my long term objective is to protect and continue to help the channel grow the volume of sales, protecting the value of our business whilst dovetailing with StorageTek's global strategy," said Jean-Luc Cervera, General Manager Channel Business Operations EAME.
One of Jean-Luc's first activities will be to roll out a deal registration platform for all channel partners across the 15 EAME wide VADs and 250 VARS. The registration process is designed to bring increased transparency to deals across EAME. Jean-Luc added, "The process brings a new and more clearly defined way of doing business across EAME. The end result is a win-win for all; StorageTek gains a better understanding of the deals which are in progress, the channel partners will have their revenue better protected and the end customer gains a more coordinated, united service from StorageTek and its partners. All in all it represents quicker and easier deals for everyone involved."
Angel Garcia, Corporate Vice President International Operations added "We have been increasing the amount of business through our channel operations on a year by year basis. As this is now such a large part of our business, it's only natural that it has a dedicated person to lead and control the EAME region. Through Jean-Luc we will increase partner loyalty and satisfaction through new deal registrations, special events and support coverage. Our end customers will benefit from an overall better level of service."
Joyce Becknell of the analyst group Sageza noted "In order to grow their business, VADs and VARs must have strong relationships with both their vendors and their clients. StorageTek is providing the appropriate resources and tools to help their Channel develop these relationships."
Jean-Luc will also be focusing on increasing awareness and sales of one of StorageTek's key channel products, the StreamLine(tm) SL500 modular library system announced in June 2004. The SL500 provides the most scalable, rack mounted, tape automation solution in the market today and is designed to handle growing data protection needs by providing flexibility through unmatched configurability.
"The SL500 provides a space efficient library solution that establishes a new benchmark on cost effective tape automation. By using a dense cartridge slot design that achieves the optimal use of a customer's available floor space it provides users the best of both worlds: large storage capacity (up to 220 Terabytes) and mechanical reliability of a monolithic library in a small, convenient form factor and modularity of a rack mount library. The simplicity of the product, combined with a rack mount makes this is a perfect product for the channel as it allows resellers to build an entire entry level information lifecycle management (ILM) solution in a box with NAS, disk, blades and tape in one unit - its like ILM on wheels" added Jean-Luc.
To meet the channel directly, Jean-Luc will kick off his activity by meeting VADs and VARs in two special events. The VADs will be in invited to Juan les Pins in Cannes on 15th/16th September and the VAR conference will be held three weeks later.
Hartmut Fiedler, Director BU Storage for Magirus International GmbH one of StorageTek's major European VADs added, "StorageTek has understood that the channel is key to success in the mid-market and Jean-Luc's appointment underlines their willingness to make business quicker and easier for the partners, both locally and across EAME".
During his career Jean-Luc has held a variety of senior sales and marketing management positions for Dell, Digital and Compaq. Most recently he has been the StorageTek Marketing Director in EAME.
Jean-Luc will be based at StorageTek France.