Storage resellers must sell with intelligence in current market climate

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Storage resellers must sell with intelligence in current market climate

Paul Kunert

Magirus has used its appointment as a CommVault distributor to warn resellers that in the current climate it is vital they sell storage more intelligently or risk losing the attention of customers.

To date, Horizon Data Management has enjoyed sole rights to CommVault's Simpana suite of backup/ recovery, replication, archive, search and resource management software in the UK.

Talking to Microscope, Denise Bryant, UK services director at Magirus said it was going to introduce CommVault's software portfolio to the majority of its reseller customers as part of a wider storage solution.

"Many are selling storage as a platform rather than as a solution," she said, "it is paramount resellers sell intelligently to allow customers to do more with less; given the credit crunch customers are still buying storage but more prudently."

The marketing message that is resonating with customer relates to 'getting more out of what you have already got' said Vince Blackall, CommVault managing director of channels EMEA.

"If you take e-mail archiving for instance, there is a large amount of rubbish that is being backed up. Customers want to get more out of their disk capacity before they buy more," he said.

At present CommVault has ten top tier (Gold partners), 20 (Silver) in the mid tier and works with a wider number that are managed online.

Part of the plan is for Magirus to recruit more partners but the focus will largely be on developing a deeper and narrower relationship with existing resellers, said both companies.

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