Quantum Helps Channel Deliver Deduplication to Midsize Firms

New QuikFit program and appliance bundle simplifies deduplication support and eases configuration process for channel partners. Company says disk requirements will be decreased by 90 percent.

November 26, 2008

Alison Diana

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With the release of its new preconfigured DXi appliance model and new configuration program, Quantum Corp. (NYSE: QTM) expects channel partners to more easily sell and support deduplication solutions for small and midsize businesses looking to better-manage the cost and scope of storing data.

The San Jose, Calif.-based developer of backup, recovery and archive solutions unveiled the DXi7500 Express disk backup system and QuikFit configuration program to its approximately 4,000 channel partners. These include about 60 of its highest-level solution providers, the Enterprise Storage Partners (ESP), said Greg Fredericks, director of channel marketing at Quantum.

“All of our higher-level partners are actively engaged selling our DXi appliances,” he said. “One of the key things that sets Quantum apart is we sell disk and tape, and we have management tools that enable you to manage both your tape and disk from a single site. Although disk is very important, you still need that archive piece with tape.”

Quantum’s DXi family now includes the DXi7500 Express, a turnkey deduplication solution that encompasses all the hardware and software that midrange environments require, such as VTL and NAS interface licenses, according to the vendor. The system also gives clients the opportunity to upgrade with replication and path-to-tape capabilities for multi-site environments and edge-to-core architectures. Using Quantum’s patented deduplication technology, disk requirements are decreased by at least 90 percent, according to the vendor.

“It’s a bundled product, and we’ve priced it so it will sell,” said Fredericks. “This is a preconfigured bundle that’s upgradeable as the customer grows. To get those midrange customers into this product, we’re bringing the product down to below $100,000.”

To help channel partners quickly and simply recommend the most appropriate set-up, Quantum developed QuikFit sizing, designed to cut out the complexities often associated with sizing and ordering deduplication systems, according to Quantum. Training takes only about 30 minutes, said Fredericks.

“They can use this matrix and it will identify which products within our product lines the most appropriate product for this,” he added. “Because deduplication is new, customers don’t necessarily understand it. In 70 percent or 80 percent of the cases, solution providers will be able to ask [clients] a few questions, refer to this matrix, and then recommend a product.”

Earlier this quarter, Quantum revamped and simplified its Quantum Alliance Reseller Program to allow channel partners to generate more sales, simplify configuration recommendations and price quotes, and provide access to more sales and technical training. [a1] The vendor will add DXi7500 Express to the list of topics it includes in its training, sales and marketing and promotional materials, said Fredericks.


TAGS: deduplication,Quantum,Storage

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