HDS injects tech specialisations into VAR programme

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HDS injects tech specialisations into VAR programme

Alex Scroxton

Hitachi Data Systems has unveiled a major revamp of its TrueNorth Partner Programme designed to grow marketing opportunity, flexibility, expertise and growth potential for its partners.

The centrepiece of the relaunch is the introduction of technology specialisations around three core areas of Virtualisation Services, Migration Services, and File and Content Services.

The Virtualisation specialisation will build up partner skills around HDS' Virtual Storage Platform, while Migration Services will develop skills around data migration onto HDS installations, and File and Content Services will enable partners to design and implement solutions for customers' unstructured data.

Additional specialisations around Applications and Vertical Solutions will be added later in the year.

HDS has also added expanded lower cost training and an enhanced scholarship scheme, new helpdesk and call centre support options and a set of marketing programme development tools.

HDS vice president of EMEA channel and solutions go-to-market, Johannes Kunz, told MicroScope the enhancements supported the firm's ambition to make 70 per cent of its sales through the channel by 2015. It currently does around 50% indirect.

"Our strategy is to focus on our core customers through the top 60 partners; we want to increase business levels with that top 60 through services and training enablement," he said.

"With this, partners will be able to sell more of our infrastructure into customers and add more services around it," he added.

According to Kunz, the top 20 of those partners are expected to do around $10m to $30m per annum on HDS, with the other 40 doing $5m to $10m.

Bordan Tkachuk, CEO at Viglen, which alongside SCC and Computacenter is one of three partners to sit at the top tier level in the UK, said he planned to use the enhanced programme to bring enterprise level solutions into smaller customers, particularly the public sector, a key area of focus for Viglen.

"The tools HDS have brought together help us solidify that position, compete with mainstream vendors such as HP or Dell, and win that business from them," he said.

Viglen is currently seeing high levels of growth in Academies following the closure of the BSF programme, with deal sizes heading north of £1m, according to Tkachuk.


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