Storage software giant Veritas has completed a restructure of its Australian distribution channel that has seen it drop ACA Pacific and Tech Pacific from its ranks.
From 1 July, the company will distribute its product range through Ingram Micro and Express Data. Veritas derives 35 percent of its sales revenue in Australia and New Zealand via a second tier channel and was hoping to grow this channel by 50 percent year-on-year, Bruce Lakin, managing director at Veritas told [ita]CRN[end].
Veritas made the decision based on each distributor's commitment to certification and their technical and pre-sales support infrastructure, Lakin said. Sales revenue growth and commitment to drive Veritas products to the reseller channel were also considered.
'Past [revenue] performance was a consideration but not a determining factor,' Lakin said.
'We've taken a considered judgment that these two distributors [Ingram and Express Data] can get us where we need to go in the marketplace. It is our intention that these two distributors will carry the full product range,' he continued. He added that the vendor had been 'more selective' in the past as to which products were carried by each distributor.
Raj Saini, marketing manager at ACA Pacific, would not comment further until he received more details, but did say that the distributor's Veritas business had been going well. 'The Veritas business has been good for us - so it is a surprise,' he said.
ACA had been distributing Veritas products such as Backup Exec for the past eight years. The company was also appointed as a Veritas Enterprise Distributor specialising in complex, high end storage products early last year. Tech Pacific was not available for comment at press time.
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