Tech Data Goes SAN
The Clearwater, Fla.-based distributor has started recruiting solution providers to become members of Cisco’s Advanced Technology Program (ATP) and ISVs to integrate applications into the MDS 9000 platform.
Previously, the fibre-channel switches have only been available through Cisco’s Original Storage Manufacturer (OSM) relationships, including Hewlett-Packard, IBM, EMC and Hitachi Data Systems. Now they are available through Tech Data when sold in conjunction with qualifying network-hosted or network-assisted applications using the Cisco Storage Module in the MDS platform, said Donna Turgeon, director of network product marketing at Tech Data.
“We knew that storage would be an area of focus for Cisco. Our goal is to drive their Advanced Technology products and this gives us an opportunity to be in the lead doing that,” Turgeon said.
Tech Data turned around a request for a proposal to carry the MDS 9000 line in just three days, she said. “We have our work cut out for us, but we are proud that we have this exclusively.”
The distributor will assist resellers to become Cisco ATP partners, which requires solution providers to conduct an on-site demonstration and have a proof-of-concept lab incorporating storage, servers, switches, network appliances and application solutions. Solution providers can satisfy parts of their certifications by leveraging Tech Data’s Solutions Center in Clearwater as well as its SAN-certified engineers, Turgeon said.
Tech Data has signed CA as its first application partner for the Cisco platform and is talking with at least four software vendors, Turgeon said.
Solution providers at Tech Data’s TechSelect conference in Louisville, Ky., last week said the MDS 9000 addition showcases Tech Data’s willingness to broaden opportunities for solution providers.
“They’re always trying to do that. This opens an avenue for us to look at a product that we might not otherwise have done,” said Sam Ruggeri, president of Advanced Vision Technology Group, Hauppauge, N.Y.
Cisco chose Tech Data over its other distributors because its business plan was more ready for the products, said Susheel Chitre, storage and optical business development manager for Cisco’s worldwide channel team.
“Tech Data was looking to invest in advanced technologies. They had some resources. It was a logical match,” Chitre said.
Cisco is not ruling out other distributors for the MDS 9000 but it wants Tech Data to become successful before adding any more suppliers, he said.