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Secondary storage heralded as a channel target

The secondary storage market is ripe for the channel to target as GDPR and digital transformation drive customer interest

Secondary storage player Cohesity is hoping to ramp up its channel partners as issues like GDPR and digital transformation drive the demand for tools that enable users to get a better grip on their data.

The firm has moved quickly to establish a two-tier channel in the UK after only entering the market relatively recently and is working with its distribution partners to attract a few more resellers to the fold.

The focus on secondary storage is building with Cohesity looking for partners at a time when some of the other established players are also launching programmes that should get the subject of data management and backup in front of a few customers.

Last week saw NetApp team up with Node4 and Daisy to launch its Backup as a Service, which is aimed at SMEs and available via partners.

“NetApp’s partner network is one of its greatest strengths. We are proud, once again, to provide our partners with a new opportunity to grow and develop their business," said Laurence James, NEMEA products, alliances and solutions manager at NetApp.

Over at Cohesity the proposition is not tied to specific hardware and the plan is to appeal to resellers that also sell primary storage solutions.

Trevor Cooper, director of sales at Cohesity, said that the channel was facing calls from customers to help with digital transformation and compliance that required being on top of data management.

Despite the Brexit decision the need to comply with European data regulations in GDPR is something customers are wrestling with this year and on top of that many want to bring down the digital siloes in their businesses and unlock the benefits of grasping real-time company wide insights.

"Service providers and VARs are facing calls to deal with a more hybrid world and we have offerings there," he said.

"We want to recruit an elite band of dedicated partners and we will put everything towards them to help them be successful," he added "we need the partners with the relationships to help is sell to them. We know who the customers are."  

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