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Steve Houck, senior vice president of worldwide sales for Astute and a former channel chief at VMware, said the ViSX G3 not only increases virtualized environment performance, it also frees up customer budgets which solution providers can use to tackle other customer performance issues.
Astute is offering partners up to 30 points of margin on sales, Houck said. Solution providers also do not have to worry about trying to replace a customer's existing storage software stack. "There's no software tax," he said. "Partners can sell their existing best-of-breed backup and archiving software."
The ViSX G3 will be available only through a two-tier distribution model, with Tech Data the vendor's exclusive distributor, Houck said.
"We're going with a completely channel-only model," he said. "Building a channel is easy because we can dovetail with VMware channel partners. We are targeting VMware's top 20 partners as our primary go-to-market path."