Brendon Foye, CRN
May 31, 2016
US-based Stratus Technologies has appointed Hemisphere Technologies as a master Value Added Distributor (VAD) across the A/NZ region, including the Pacific Island states. Hemisphere Technologies will be distributing Stratus’ entire range of server-based and software-based products in A/NZ in this exclusive partnership.
This marks Stratus’ move into adopting a distributor model, meaning the company will not be utilising a direct go-to-market model with the channel.
Stratus head of alliances and channels, Charles Fong, said the move marks a new era for the provider of continuous availability solutions as it enables the company to target specific vertical industry sectors through a revamped channel strategy and business expansion across the Asia Pacific region.
He added that the company’s partnership with Hemisphere Technologies aims to help address a key business function in the market – the areas of downtime prevention, business continuity and maintaining data integrity by mitigating against the security risks posed by server and application downtime.
“We believe that this new strategic partnership with Hemisphere Technologies will allow Stratus to significantly increase its market share across the region. Partnering with one of Australia’s fastest growing specialist distributors was an easy decision for us to make,” Fong said.
Stratus approached Hemisphere Technologies for this deal, which is inked for an initial two years.
Hemisphere Technologies director, Peter Phokos, said Stratus Technologies is a key part of its strategy towards augmenting its offerings across key enterprise areas, including both the financial and government sectors.
“This partnership allows us to offer our channel and customers the layered security framework critical to both business continuity and uninterrupted service delivery,” Phokos said.
Hemisphere Technologies director, Andrew Mamonitis, told ARN the company has been active in the last three to six months in terms of increasing its portfolio.
“We’ve been looking for new products and solutions that can complement what we already distribute. What Stratus does is a space that is very complimentary to what we’re doing in cyber security. Its solutions are patented, meaning that gives us a unique selling tool to go to market with.”
“The fact that Stratus’ solutions can integrate seamlessly into any IT infrastructure means we can help partners deliver a best-in-class solution across all industries. This strengthening of our portfolio of security offerings helps our channel extend its reach even further,” he said.
Mamonitis said resellers that currently deal with mission critical applications, and channel partners that are dealing in the health industry, finance, transport, and industrial automation will benefit the most from this partnership.
“A lot of the vendors we’re working with are currently targeting those sectors, so we’re doing a lot of work in those spaces and will be bringing on board new vendors in the coming months. It means when we go out to channel, we have a total solution and makes value-add for our channel partners.
“But our first step with regards to this deal is to communicate to the channel that we have this solution. Then it revolves around enablement and training, followed by talking to partners about how to use the technology to sell to customers,” he added.
Author: Brendon Foye,
Date: May 31, 2016