Iomega looks to channel to help gain greater SME penetration


Iomega looks to channel to help gain greater SME penetration

Simon Quicke

Storage specialist Iomega is looking to increase its business through the channel and engage with a greater number of partners as it looks to widen its presence in the SME market.

The vendor, which was acquired almost three years ago by EMC, has built up a solid reputation in the consumer storage space with external drives but has been carving out a greater share of the NAS market and has got to the stage where it now has a product portfolio that goes from the low-end up to meet it's parents enterprise range.

The example given of where the channel can make some in-roads to both small and medium business and a growing home working population is with the PX NAS boxes that the vendor has produced using some of the enterprise features available in EMC products.

Andrew Connor, Iomega UK and Ireland country manager, views the role of the channel as essential in growing its B2B market and believes that there is more of a serious proposition for partners to go for as SME storage consumption rises.

"We are more aimed at solution selling, helping those users with large video demands and virtualisation and the products have been designed with solutions in mind rather than just selling storage," he said.

He added that it was also looking to work more closely with EMC's Velocity partners to get those resellers to take a wider range of products.

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