The newly appointed channel team at virtualisation service specialists Centrix Software have set out their ambition to move its business from a direct model to indirect using a two-tier model.
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The vendor is on the brink of appointing a distributor but has already started the hunt for resellers.
Speaking to MicroScope, the vice president of worldwide sales Lewis Gee and head of channel Jason Jackson, channel director, said that the market for virtualisation remained strong despite the recession.
Gee and Jackson have just joined the company coming from senior positions at VMware and PlateSpin respectively.
The initial target will be resellers with knowledge of Citrix, Microsoft and VMware but Jackson said it would offer a friendly arm round the shoulder to resellers that wanted to get involved in the market.
Gee said that it had taken time for Centrix to develop products that could be packaged in a way so that the channel could sell them but having reached that point was now looking to turn its back on the direct model.
“Everything has been done directly but we are now looking to go 100% channel,” said Gee.