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Cohesity settling on UK channel line-up

The storage player has made it clear that its channel approach is very much about quality not quantity

Secondary storage player Cohesity has settled on its UK channel partners and is set to exploit the growing demand from users for help managing their data.

The firm has recently increased the support it can offer resellers, with an expansion to the partner programme rolled out in October,  providing more training and marketing support, and has struck relationships  with some of the household names in the UK channel.

Computacenter, Softcat, CDW and WWT are the sort of names that are working with Cohesity and the firm is determined to deliver a tailored service to the selected partners it has settled on working with.

Johannes Kunz, head of channel sales EMEA at Cohesity, said that it was targeting enterprise and large mid-sized customers and key verticals, including finance, and did not want to swamp the market by over populating its reseller ranks.

"Our strategy is do the business with a handful of partners, around 20 in the UK," he added that there were benefits for both reseller and vendor is making sure that there were not too many signed up.

Kunz said that the secondary storage demand was being driven by the digital transformation trend and there were plenty of opportunities for partners in what it estimated was a $60bn addressable global market.

"The market is prepared so we don't have to prepare the market in the way that we had to do say three years ago and data is becoming more and more the critical asset of a company," he said.

Cohesity's platform offers a number of services, including backup, data analytics and test/dev support and there are plans to add more to that list.

"Services are becoming more important to partners and we enable our partners to take the platform and offer services to clients," Kunz added "We want to make sure that the partner is making good margin."

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