HDS and Zycko pilot programme

Vendor Hitachi Data Systems (HDS) has teamed up with storage and networking distributor Zycko to pilot a new channel programme that it will roll out to all of its partners in October.

Called the Certified Solution Provider (CSP) programme, it will run alongside the storage vendor’s TrueNorth global partner programme and will enable partners to deliver services on designated HDS products.

Neil Evans, channel director at HDS UK, told CRN: “We have a well-defined group of partners in the UK, but now want to help them retain a high level of return and really grow their services business.”

According to HDS, the CSP programme will allow partners to build upon existing processes, tools and support capabilities to sell and deliver services to support HDS products. Partners can select their level of involvement based on their geographic focus, competitive environment, core drivers and needs, strategic plan and business model.

“CSP is open to all our partners, but I would expect our five tier one partners – Computacenter, SCC, Viglen, Fujitsu and Sun – to all invest in the programme,” Evans said.

There are no application or programme fees to participate in the CSP programme but partners will be responsible for fees associated with training and certification.

David Galton-Fenzi, group sales director at Zycko, said: “We’ve been involved in the pilot for several months now and it is really showing HDS’s commitment to the channel. CSP will enable VARs to step up and deliver services around HDS products. If a partner can offer services, they have greater flexibility in the solution they can provide.”

Zycko is working on becoming a full HDS Training Partner so that it can train resellers itself.

Earlier this year HDS told CRN that it wanted to more than double the volume of business it did through the channel.

According to Evans, more than 80 per cent of the vendor’s UK business now comes through its partners, but he said he still wanted to grow that further.

HDS renews channel focus for market shift

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