DataCore Software wants to be the storage piece of the puzzle in the growing data centre virtualization market, and is recruiting partners in Canada to help it take its offerings to market.
Based in Fort Lauderdale, Fl., DataCore is an independent software vendor specializing in storage virtualization, storage management, and storage networking. Designed to work with solutions from virtualization vendors such as VMware, Microsoft and Citrix, DataCore offers a number of software solutions focused around virtual storage and management.
Bettye H. Grant, vice-president of operations, DataCore Software, said the typical DataCore partner understands virtualization, storage, consulting and professional services. The company has an open distribution model through four distributors in Canada, including Tech Data, Ingram Micro, Alternative Technology and Lifeboat Distribution.
Augie Gonzalez, director of product marketing for DataCore, added the typical DataCore partner is usually a specialist in one of the visualization disciplines, be it server of desktop virtualization, with a strong business built around VMware, Microsoft or Citrix.
“They tend to lead with that, and to complete the picture they need to deliver high-availability SAN (storage area network),” said Gonzalez. “That’s where they bring DataCore in.”
Gonzalez said DataCore’s solutions can be very attractive for partners when they run into problems around storage virtualization with their clients.
“In most cases they’re confronted with a major overhaul of the customer’s direct-attached storage environment, doing a rip and replace to put something that’s suitable for shared storage,” said Gonzalez. “Often the cost of the storage is disproportionate relative to the value of the server virtualization, but DataCore gets around that.”
DataCore’s software can be sold by any Canadian reseller, but it also has an authorized partner program which involves three days of training for SMB-focused partners and five days for partners focused on the enterprise space.
“We don’t want them just selling the product,” said Grant. “We want them embracing the value of the product so they can bring that to the end-user.”
The training process involves testing, and the partner doing a shadow engagement with a DataCore-certified implementation engineer. There are also weekly webinars, and technical account managers visit with new partners.
“We want every instillation to be done right the first time, every time,” said Grant. “We don’t let anyone but a DataCore certified engineer install our products.”
After the open level the partner program has two tiers, silver and gold, with gold partners getting an additional three-points of margin. Grant adds Data Core also has a rich lead generation program that allows partners to earn 15 points on registered deals. Access to the partner portal also includes white papers, technical data and marketing resources.
DataCore has five Canadian partners. Interware Systems is a Gold partner, while Advanced Knowledge Networks, Portage Software, Programmer’s Paradise and TH Consultants are Silver. Grant said several more partners are in the queue for approval, and DataCore is still looking for additional partners across the country.
“All over Canada I’m looking for partners,” said Grant. We’re still looking to recruit all over Canada.”
DataCore is currently running a number of channel promotions to help its partners target specific markets. One is focused on capitalizing on government year-end business, while another offers 50 per cent off any products sold into the education sector over the next quarter.
