The first vendor to sell blade servers is looking for UK resellers to sell its products as it moves away from its direct sales model.
RLX Technologies, which has traditionally sold high-density servers to the internet service provider market, wants to sell into the enterprise space through the channel.
The company was the first to market with a blade server back in 2001, with the launch of its Server Blade 633.
But now RLX, which sold all of its products completely direct last year, is moving to a largely indirect model. This will see the vendor push over 80 per cent of its products through resellers.
"We went direct because blades were a new technology but now that they are more accepted it is an appropriate time to build a channel," said Paul Barker, vice president marketing at RLX.
He said the vendor is strong in the life sciences and government research markets but is keen to break into new areas through resellers. "Blades do anything a regular server can do as long as the applications scale out," he added.
RLX set up its channel in the US in the second half of last year and has 25 resellers. Barker said the company is looking for fewer in the UK, its biggest market outside the US. The Home Office currently uses 500 RLX servers.
"We are looking for resellers that sell into vertical markets, with the aim to get at least one in each market," said Barker.
Daniel Fleischer, analyst at IDC, said RLX recently received a second round of funding and has decided it must win business in the enterprise market.
"RLX needs someone to push it because although its technology is good it is hard compete with the likes of Hewlett Packard and IBM.
"The only way it can break into the enterprise market is through the channel because it does not have the resources to push its own products."
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