Hitachi drums up storage partners
Vendor launches campaign to make inroads in NZ with resellers that can do the whole stack
By Randal Jackson, Auckland | Tuesday, August 21 2012
Hitachi Data Systems has launched a campaign to recruit partners in New Zealand, specifically those resellers with Microsoft or SAP focus, the company tells Reseller News.
The vendor recently inked a deal with Dimension Data, which has a Microsoft practice. “We’re still looking for those who understand our end-to-end proposition,” says ANZ commercial sales director Anthony Clarke.
Clarke, who is now based in Australia, previously worked in New Zealand as the company's ANZ sales director, storage.
“In the past couple of years we’re tried to work in the area of infrastructure play but it’s very crowded and hard to get a voice,” he says. “It didn’t work for us. Our business strategy now is to solve application problems.”
He says the company is “a bit behind” in New Zealand but has made strong inroads in Australia.
“We’re now talking to Microsoft in New Zealand and we plan to talk to SAP and Cisco to find out who can sell the whole stack. We’re in the early stages of conversation but it is very much our focus this financial year.” (Hitachi is in its second quarter.)
He says the company has recently signed three new partners in Australia. “Our intention is to get New Zealand there soon.
“We’re taking guidance from Microsoft on who could be specialised partners for us. The will also put customers in touch with us.
“In the meantime, we’re talking to customers directly around technologies and our roadmap.”
Clarke says Hitachi has had early successes in New Zealand with its unified storage product but he wouldn’t name the purchasers.
The company has five staff in New Zealand. Channel manager Mark Ireland recently left to join IBM.
Clarke says it’s yet to be determined whether Hitachi will have a channel manager or someone in another role.