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IBM Launches Storage Specialty Program


5 Aug 2011
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IBM India has launched its Storage Specialty Program for partners with a focus on the entry-level and mid-range market. Around 40 partners (including leading STG partners) have been roped in for the purpose.

“This year the mid-range market as well as the small business is very critical for IBM. We are beefing up our portfolio by increasing the choice a partner has to go to market with,” said Laura Guio, Vice President, Storage, STG Growth Market Unit, IBM.

IBM India has also recruited industry veteran Subrato Das as Vice President, Storage Business, STG, India and South Asia. “We have a new business leader who understands the storage landscape better than anybody else,” Guio declared.

She said that the Storage Specialty Program is flexible, and has been customized so that each partner can work on individual strengths for better results. “Our prime focus is on educating the partners about opportunities, technologies, vertical solutions, and pre- and post-sales consultancy. The storage market is booming, and we want our partners to be completely ready with solutions that they can sell, and earn revenue on with services.”

The focus will be on the entry-level models DS 3000 and DS 5000, as well as the V7000 series. “Virtualized storage has caught the imagination of customers. We want to push the V7000 series through partners aggressively this year. A lot of the training will be on V7000 because we are seeing the product as a differentiator.” Last year IBM had introduced the stock-and-sell model for the DS 3000 series. “We want to better our run-rate model. We want the partners, beyond the 40 signed on for the Storage Specialty Program, to focus on these units.”

Guio said that IBM has been the No 1 storage vendor in the country for the past eight quarters. “We are interested in the small businesses which are implementing critical software systems and need reliable data storage. Following the refresh, you will see more enterprise features in our entry-level products too. While we are the No 1 overall, we are probably not doing very well in the entry-level space, and being market leader in the small business space is an important item on our agenda.”

source : CRN
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