NeoScale Systems Inc. has entered the Canadian market in hopes of signing distribution deals with Tech Data and Avnet and to build a reseller base for its storage security products.
For the last two months, Ross DiStefano, national sales manager for NeoScale Systems Canada, has been building a team of system engineers and sales people to cover different areas of the country. He said the company is looking for resellers that are focused on delivering storage and security solutions.
Currently DiStefano is targeting VARs that are partnered with EMC, HP, IBM, Sun and StorageTek Canada. “We are EMC e-lab tested so all the partners who are able to resell EMC products are able to sell NeoScale,” he said.
The Milpitas, CA.-based storage manufacturer’s flagship product is the CryptoStor family of appliances which automate the encryption of data that is either in-flight over a storage network or at-rest on disk, virtual tape or tape media.
“A lot of the focus has been around the perimeter of the network, on firewall and intrusion prevention systems but no one is actually focusing on securing the data,” said DiStefano. His goal is to have three resellers focused on HP storage solutions, three resellers for EMC, three dedicated to IBM storage and security and three on Sun’s storage solutions.
DiStefano said NeoScale’s CEO Barbara Nelson began investing heavily in Canada after the U.S. sales offices started yielding requests from Canadian financial institutions and government agencies for presentations on the company’s global key management solutions and encryption appliances.