In a bid to capture the Unix-based storage market, Veritas Software has appointed niche storage distributor Alstom IT to flog the vendor's enterprise product range through the channel.
Until now Veritas' software has been divided into distribution products, which are sold through Tech Pacific, Agate Technologies, ACA Pacific and Express Data, and enterprise products, which are sold directly to about eight VARs. The appointment of Alstom signals the first time Veritas' enterprise products are available to resellers en masse, according to Nick Blozan, national distribution manager for Veritas.
Under the agreement announced yesterday, Veritas will provide Alstom's reseller channel access to enterprise storage management/access products, sales and technical training, lead generation, 24-hour support, and marketing dollars to help resellers sell Veritas software affirms Blozan.
Previously most resellers could only purchase the Veritas enterprise products by buying Sun Microsystems hardware with the software pre-installed, under an OEM agreement Sun has with Veritas.
"Resellers were frustrated because they couldn't sell our enterprise products," reveals Blozan. "I felt it was too difficult for resellers to do business with us, and if we make it too difficult for resellers to buy our products then they will go to one of our competitors.
"We are not controlling who can buy enterprise products," says Blozan. "Alstom's appointment loosens Veritas' tightly controlled distribution."
Alstom is the Australian Distribution Centre for Sun Microsystems, which in theory means Alstom knows where every Sun server that comes into Australia is sold. A fact not lost on Veritas claims Blozan, who is looking to leverage Alstom's Sun resellers to bolster the vendor's acceptance in the Unix space.