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Quantum Ties-up with StorIT for Solution Selling
By
Pearl Mistry
Mumbai, May 29, 2007
Quantum Corporation has shifted its focus from box pushing to establishing its position in the market as a storage solution provider and has tied up with StorIT, a storage specialist, to act as its value added distributor in India. The company expects that this partnership will enable it to penetrate into the B and C class cities where it currently, has remote presence.
Speaking to ChannelTimes, Sunny John, country manager for India, Quantum, said, "This appointment will introduce us to a new line of resellers who are focused on solution selling. This initiative to venture into solution selling has been introduced by the new management based on corporate guidelines following our tie-up with ADIC." The vendor did not completely rule out the possibility of reconsidering its existing distribution tie-ups with Redington, Ingram and Inflow.
Under the tie-up, StorIT will market, sell and support Quantum's complete line of storage products for backup, recovery and archive, including tape libraries and autoloaders, disk-based backup systems, tape devices and media.
Commenting on the appointment, Suren Vedantham, managing director, StorIT, India said, "We have a partner base of over 500 resellers spread across the country, out of which some are capable of selling storage solutions. The idea is to empower even those who are not yet in the business of solution selling." StorIT had entered the Indian market almost a year ago and has companies like Qlogic and Fibrenetix under its distribution portfolio.
This agreement marks the expansion of Quantum's existing relationship with StorIT. As a distributor in the Middle East and North Africa, StorIT has offered Quantum solutions for more than three years.
Sometime last year, the storage provider had declared that it would strive to double its channel strength in the SMB segment from 50 but John said that the company was unable to live up to its expectations due to the classification of products that the company had indulged in to achieve the same.
Currently, the vendor intends to solely focus on training and building a good channel strategy with a capable team to generate revenues for solution selling.
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