Volume business and managed storage growing for Hitachi Data Systems

After being appointed in April to the role of channel director for Hitachi Data Systems, Steve Kelly said he is ontrack with his goals to unify the 40-strong channel team and roll out increased support and assistance to build an autonomous channel program.

"We’ve built the team, we’ve got the strategy, now we’ve just got to really look at how we execute that for the next 3 quarters," he said.

In addition to continuing its move to align with independent software vendors such as Symantec, HDS is now looking to drive its volume business through a strategic partnership with Acer designed to help its SMS storage products penetrate into the mid-market.

"With Acer in the market space they are in they are ideal to partner with. We’re recruiting the Acer partner community to sell SMS," he said.

HDS is looking to leverage its SMS storage solution with Acer's partners in a move to complement its channel base. Kelly said that HDS is coupling its technology with Acer’s various offerings to provide its partners with incremental revenue opportunities.

In a trend that is being seen in all areas across the channel, Kelly said that many of Hitachi's partners are opting to move away from a traditional sell-through approach into managed storage services. These resellers are now hosting storage solutions and offering management services around data contingency, availability and remote backup.

Kelly said that this shift is allowing resellers to add value by offering differentiation through a better quality of service.

"Resellers all want to get into a more value-added space and are saying we need to differentiate and become more value-add. Managed services is a way to do that," he said.