Some of 3Par’s global customers decided not to use its products in Australia and New Zealand because it lacked a local presence, according to newly-appointed country manager Steve Kelly.
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“We have missed a couple because we got here late,” Kelly told SearchStorage ANZ today. “The 3Par board said we are crazy to be missing out,” and therefore decided to open a local office.
The new presence, Kelly said, will focus on ensuring that global customers can extend their 3Par footprint with confidence.
“We are in the throes of working with international hosting service providers who are looking at local presence for their cloud data centres,” Kelly said, naming Terremark, Verizon Business and SAVVIS as current 3Par hosting clients. the local outposts of global customers will also be targeted, to stop leakage to rival vendors.
Kelly expects to add to the local team by appointing pre-sales resource early in May 2010, and is also recruiting partners.
SearchStorage ANZ put it to Kelly that he would seek out “global integrators and local integrators with storage expertise,” but Kelly said he will ignore global services organisations.
“We do not have professional services so because our products do not need weeks and months of implementation time,” Kelly said. “Our proposition to the channel is more around services like disaster recovery, business continuity, tiered storage and storage economics. We think they are more lucrative for partners than command line setup stuff.”