Tech Data Expands Support, Products For Data Center Resellers

Expands Advanced Infrastructure Solutions division with dedicated groups for HP, IBM, software and storage, adds FalconStor line.

Distributor Tech Data Corp. said that it has expanded its Advanced Infrastructure Solutions Division (AIS), which the vendor launched three years ago to help channel partners sell data center products and services to businesses, to include groups dedicated to Hewlett-Packard Co. and IBM Corp.

In addition, the AIS division also will house groups focused on software and storage infrastructure solutions, officials said.

One year ago, Tech Data set up a new solutions group under the AIS banner dedicated to Cisco Systems Inc. products and services that provides channel partners with access to dedicated sales, marketing and systems engineering expertise.

The new AIS solutions groups similarly are tasked with aligning Tech Data’s sales, marketing and technical resources with customers and vendors, said Pete Peterson, Tech Data senior vice president, general manager, AIS.

“Since establishing the AIS Division three years ago, Tech Data has been aggressively expanding our data center solutions offering and enabling our reseller customers to profitably deploy these technologies in the public and private sectors,” said Peterson.

“Today we’re announcing the next phase of our AIS data center strategy with the introduction of the AIS Solutions Groups,” he said. “These teams of dedicated experts will enable AIS to better align our extensive sales, marketing and technical resources with the needs of customers and vendor partners.”

Tech Data officials said that the AIS solutions groups are composed of specialists in sales, marketing, technology and business development, each of whom holds certifications in servers, storage, virtualization, management software and high end networking.

Each group is tasked with helping channel partners to select and configure hardware, software and services required to deploy the data center solutions that address their customers’ needs.

Peterson said that the AIS solution groups are the foundation for the division’s partner-enablement activities, which include sales and technical trainings, webinars, road shows, Tech Data’s Technology Solutions Tour, and TechSelect University.

“The AIS Solutions Groups are all about reseller enablement,” said Peterson.

“Each group will serve as our platform for ensuring resellers have access to the sales and technical training, marketing support and financial resources they need to profitably capitalize on the latest technology trends transforming data center design.”

Distributor adds FalconStor data protection line

Separately, Tech Data also said it is adding FalconStor Software Inc.’s lineup of data protection storage solutions, a move the distributor said will advance its position among channel partners selling data center products and services to businesses, government agencies and educational institutions.

FalconStor, based in Melville, NY, is a $90 million provider of open network storage solutions. ReiJane Huai, the company’s chief executive, recently was inducted into the Long Island Technology Hall of Fame and awarded that organization’s entrepreneur of the year.

Tech Data said it will make the FalconStor products available through its AIS division. Sales, marketing, technical and business development specialists will be assigned to handle the line, the distributor said.

Specifically, Tech Data will carry FalconStor’s Virtual Tape Library, Continuous Data Protector, Network Storage Server and File-interface Deduplication System.

“The challenge for resellers is to not only present their customers with more disks, tapes or storage arrays, but also to find ways to more smartly manage existing storage capacity, creating a higher return on that technology investment,” said Pete Peterson, Tech Data senior vice president, general manager, AIS.

“Virtualization makes that possible. FalconStor storage, data protection, backup and recovery solutions are a strong complement to data centers using the latest server and storage virtualization technology,” he said.

Wendy Petty, FalconStor vice president of sales, said that the vendor’s deal with Tech Data will expand its reach to data center resellers.

“Through this partnership with Tech Data, we will provide resellers and solution providers proven technology that meets the backup and recovery needs of the new data center,” Petty said.

TAGS: IBM,data center,HP,FalconStor,Tech Data

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