Overland Storage is beefing up its UK channel sales team, adding several partner account managers in preparation for 11 product launches next year and a reseller recruitment drive.
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With OEM revenues under pressure following Hewlett-Packard’s decision to end its contract and the deal with Dell never getting off the ground, Overland’s channel has become more important.
Under the changes, UK sales manager Matt Childs’ remit has been expanded beyond distribution to cover resellers. The arrival of Paul Rosser and Kevin Godsen have increased the account management team to three.
"We have a strong channel-oriented policy but one thing we have never been great at is having lots of feet on the street. We needed to invest in more people in order to work with partners and drive revenue," said Childs.
Rosser comes from back-up software vendor Yosemite Technologies and Godsen worked at Intel and Seagate. They join Darren Sheppard in managing 30 ‘core’ resellers and the plan is to add 15 more. Some 250 resellers trade with Overland on an ad hoc basis each year.
The vendor has a raft of new products coming next year, from the REO 9500D data de-duplicating VTL through to compressed VTL.
The pressure on OEM revenues has caused Overland concern, said Hamish Macarthur, CEO at storage analyst Macarthur Stroud International.
"Overland has to balance that with what it is doing through the commercial market and supporting the channel is the key. To do that it needs more account managers and effective programmes," he said.