Storage networking company DataCore Software is looking to beef up its UK reseller operation, signing up new partners willing to promote its flagship SANSymphony software.
Currently the company has only four UK resellers. But DataCore wants partners who will provide technical account management, including implementation and support.
"DataCore doesn't want untrained people but storage experts with technical skills," said Marcus Thompson, the company's EMEA director of partner development.
"There is a big opportunity for resellers to differentiate themselves - for instance, by visiting existing storage area network [SAN] customers and providing additional functionality."
He said this contrasted with rival storage management vendors, for whom a reseller might be just one of several hundred.
But Mark Walker, director of storage distributor Ideal Hardware, warned that DataCore might have a struggle to build up its reseller base.
"The reality is DataCore is late to market. I'm sure [SANSymphony] is a great product but other vendors already have strong relationships with resellers," he said.
Two years ago, Ideal had discussed a channel partnership with DataCore, but Datacore had not been ready, Walker recalled. "[Ideal] would be a natural fit. But we have other vendors," he said.
SANSymphony is hardware-independent, supporting all leading disk types and operating systems. It uses virtualisation to treat a mix of disks as one data pool, which maximises disk use and simplifies management.
The company will provide product and sales training, including fortnightly sales courses at its Reading office.
In the past two years DataCore has built a UK user base that includes Debenhams, Astra Zeneca, and Oxford and Manchester Universities, primarily through its direct sales force.
This week it announced that Yorkshire Water, which supplies water and sewerage services to over 1.8 million homes and businesses, had selected SANSymphony to manage its recently implemented San.
The water company's data storage requirement rose from 1.2 terabytes (TB) 17TB in the past four years.
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