Operation Raid--Plasmon launches channel partner recruitment campaign:

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Plasmon recently announced the launch of its channel partner recruitment campaign, Operation RAID. Plasmon will be recruiting reseller partners for its range of Raidtec Solutions, which includes NAS, SCSI and fibre channel RAID storage systems and is offering a 20 per cent discount incentive on all first orders (see link to the official announcement at bottom of this article for more details). Paul Devine (pictured right), director of sales EMEA for Raidtec Solutions at Plasmon takes part in an IT Reseller Q&A to clarify a few points.

Q: Paul thanks for taking part in this short interview, can you tell us about your route to market?

A: We deal solely with distribution for shipment to resellers. We do not deal directly with resellers or end-users as far as purchasing is concerned but we do deal with resellers and end-users directly for product training and marketing.

Q: How do you view the current state of the European market for your technology?

A: We sell into EMEA. The market varies across the region: Germany is down because of the economic conditions; the UK is stable but there is very little growth; Italy, Spain and Portugal are up. The Eastern European countries and Russia are good markets for us to grow market share at the moment. We offer high quality products made in Europe at the same price level as the multitude of Asian products, this gives us an advantage regarding the most important aspect when it comes to a storage product purchasesupport.

Q: Do you need to expand your current channels? If so, what kinds of partners are you looking for?

A: We are running our marketing campaign named Operation Raid at the moment, this is targeted at the very kind of partners we needstorage resellers.

Q: How will you support them?

A: We work very closely with our resellers and we ask them: What are you looking for in a vendor?

The feedback we receive is that the most important elements they seek from a vendor of storage products is:
margin
supportsales/technical
loyalty.

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