Quantum A/NZ manager: Storage is a margin rich market

Resellers should turn to providing back-up and recovery to boost turnover, according to Craig Tamlin, A/NZ country manager of Quantum.

“Back-up and recovery is still something every [company] site needs to address and if resellers are looking for new business, they should ask end-users about back-up and recovery. You can get 15 to 25 percent plus margins on total solutions,” he said.

Tamlin said resellers can make margin on hardware, consulting, integration of back-up and software.

“The products are an up sell for integrators, who for example can sell a SAN and then a back-up solution on the back of that,” he said.

Discussing the current state of Quantum's local channel, Tamlin said the vendor is 100 percent channel focused in Australia with 350 small resellers and six core Premier partners.

“Our channel is always under review. The 350 figure can change from week-to-week as there are no rules to entry. This is an ever growing list. We review our core partners every six months and that is tightly controlled,” he said.

“We probably add one Premier partner a year and we expect them to have a national presence and sell a lot of storage products.”