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Nasuni also plans to go 100-percent channel, said Bill Simpson, the company's vice president of sales and channel strategy, who joined the company in June.
"The channel has a natural knowledge of what customers need," Simpson said. "The channel has thousands of customers they can visit. To sell direct, we'd need hundreds of new sales reps."
The channel is also the best way to roll out company-wide storage services, Rodriguez said. "We're selling a simplified version of storage," he said. "But it is storage. It needs to be integrated with the customer's infrastructure, with Active Directory and so on. We need the channel to do this."
Brian McCarthy, president of Cloud Caboodle, a Lake Mary, FL.-based cloud storage services provider, liked the idea of Nasuni providing a virtual 100-percent uptime guarantee.
"It's 11 nines of uptime service (99.9999999 percent), to be exact," McCarthy said. "If Nasuni's attorneys agreed for them to call it 100 percent, I'm for it."
Nasuni has proven itself to be a good cloud storage partner, McCarthy said.
"A lot of cloud providers don't have channel programs," he said. "So having one throat to choke is a good thing for a cloud services provider. And they have a kickass deal registration program. There's the potential to make 30 points per deal."
Cloud storage can still be a scary thing for customers, and for Nasuni to come out with an appliance to interface with and increase the performance of the service will help reassure potential clients, McCarthy said.
"A local appliance gives customers a feeling of security," he said. "We're not dealing with home users. I know what it would be like to recall 100 GBs of data on a T1 line. That's a typical database. Go into a midsize company, and you are talking about two to three TBs."
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