The new manager of channel marketing at Stratus Technologies said the company is developing new programs and recruiting new solution providers to increase its channel business.
Tony Amico, who just joined Stratus after 15 years of channel marketing experience at NEC, Toshiba and Digital Equipment--and, most recently, Sun Microsystems--said that while about 80 percent of the company's ftServer server business is already being done through the channel, Stratus can do even more indirect sales.
While the Maynard, Mass.-based developer of fault-tolerant servers plans to recruit new channel partners, it will do so in specific verticals such as health care, financial services and retail banking,said Amico, adding, "This is not a horizontal play."
The primary target market for Stratus' ftServers is companies that need continuous availability, so the vendor is making ISVs and solution providers that serve those customers a top priority in terms of recruitment, Amico said.
Stratus is also preparing a number of new channel programs, including a certification program and the ability to self-certify certain continuous availability applications for use with ftServers, he said. Some other programs--the tiered-discount initiative, for example--may be tailored for specific markets. The new programs should be ready shortly, Amico said.
Stratus' ftServers are one-way to four-way, Intel-based, fault-tolerant servers for Windows Advanced Server and Windows Server 2003 Enterprise Edition computing environments.