WAN optimisation outfit Silver Peak is continuing its EMEA expansion with the appointment of former Expand Networks EMEA sales head Mike Betz to the post of vice president of EMEA sales, and the appointment of data centre technology distributor CDG in the UK.
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"CDG is small enough to understand our technology but also to give me the mindshare and time of day," said Betz, who argued that WAN optimisation technology had now "proved its worth in the enterprise" and was ready to play a wider role in the converged data centre environment.
CDG's UK business was spun out of a larger European firm last year following an MBO by founder Oren Taylor, and the distie's continental ops were later bought by Azlan.
"As trends such as virtualisation continue to grow there is a real opportunity for WA optimisation to have a substantial impact on this and other data centre initiatives," said Taylor.
Besides technology partnerships with firms such as EMC and HDS in the storage space, and Avaya in the networking sector, Betz told MicroScope he would also be trying to pick up dealers from the competition, which includes firms such as Blue Coat, Riverbed and Cisco.
He said Cisco partners in particular were starting to look for vendors with more specific competencies around WAN optimisation than Cisco itself was able to provide.
"Resellers in the space are looking for a vendor that will be proactive in not only leading the horse to water, but forcing it to drink if need be," he said.
Rival Blue Coat yesterday tweaked its own worldwide partner programme in an attempt to boost dealer margins.