By Paul Kunert
16 July 2008
Overland Storage has become the first vendor to be signed by distributor Horizon Data Management since it was acquired by Avnet, filling a hole in its portfolio for entry level tape technologies.
This is the fourth distributor to sell Overland with current incumbents including Hammer, CMS Peripherals and DNS Arrow and part of the vendor’s attempt to reinvigorate channel sales, something it flagged up in recent financials.
“We are broadening our line card without cannibalising existing vendor. Overland is a resurgent vendor with technologies in an area that we do not have a comparable offering,” said Mark Walker, director at Horizon Data Management.
On top of tape, Overland has developed data de-duplication technologies and this is a hot topic in the market that also interests Horizon added Walker.
David Spate, Overland sales director for northern Europe said Horizon’s base of integrator customers did not overlap with other distribution partners but it was also looking for new additions to its channel.
In recent years Overland lost its OEM contract to Dell and has relied more heavily on channel sales to boost revenues
