Specialist voice and data convergence distributor Norwood Adam has moved into the disaster recovery market through a deal with ImperaData.
The value-add distributor will add ImperaData's data protection service to its portfolio offering its partners a door into the growing market for online back-up.
"Resellers can sell this service and the margins grow because the cost is related to the amount of data backed up, which continually increases," said Manny Pinon, sales and marketing director at Norwood Adam. "The reseller does not just get recurring revenue, but increasing revenue."
This agreement sees the distributor broaden its coverage. "We come from a networking background and this is a foray into the security and storage-type products which we will see more of," added Pinon.
There is a healthy market in the SME sector, according to Garry Growns, managing director at ImperaData, who maintainted that data back-up is a growth area with an opportunity in small business customers.
"Many large businesses put in place plans and procedures to counter the threat of information loss, but these are often expensive and labour-intensive to run," Growns said.
"In smaller businesses these costs are often so high that many choose to ignore the threat or hope that their tape back-ups will be sufficient to counter most failures."
Lee Harrison, business development director at security distributor E92plus, said his company was often approached by resellers for this type of product.
"There is undoubtedly a market for this in the SME sector. But if you look at the disaster recovery players they have usually worked with broadline distributors or direct with some resellers," he said.
"This only gives them a limited amount of coverage and broadline distribution reduces the margin."
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