Indirect selling vendor Avocent is launching its first partner programme and looking for a broadline distributor to help it maximise its keyboard, video, mouse (KVM) switch sales in the data centre market.
Avocent, whose switches enable the remote management of data centre servers and PCs, is improving the management and support of its channel with its Take Command programme.
The company is currently in discussions with seven niche resellers to kick off the new strategy. UK country manager for the company, Paul Smith, said it was also looking for a broadline distributor to cater for growing demand.
"The resellers we are looking for are those serving corporate data centres. This is often sold as an add-on with hardware. They are ideal for resellers that want to add value to a data centre roll-out," he said.
BP and BT have bought KVM switches via resellers as they strive to secure data centres.
Research from IDC predicts the KVM switch market to be worth $600m (£380m) in 2002, compared to a total market size of $300m (£190) in 1998.
The analyst organisation said the market for KVM switches would see double-digit growth because rack-optimised servers require better management, security and less clutter in the IT infrastructure.
"Avocent is the world's leading KVM vendor with a 40 per cent share of the market. KVM is a growing market but it will have a lot of new technologies competing with it," said Lloyd Cohen, analyst at IDC.
"These switches are great for data centres if you consider electricity, heat dispensation and space because you do not need a monitor, keyboard and mouse for each server," he added.
Microsoft is a major customer of Avocent's KVM switches and purchases them in a global agreement to use in its partner solutions centres and technology centres.
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