sTec Shifts Focus From OEM To Channel As Sales Slide


STec is also providing partners with enterprise support as well as with reference architectures for such areas as virtual desktop infrastructure (VDI), big data and financial applications. "We're working with partners to build high-performance systems," Zadeh said.

sTec hopes to eventually see 50 percent of its revenue come via channel sales, Zadeh said.

"Channel partners today can build high-performance unified storage devices in a garage using SSDs," he said. "There's no way they could do that 10 or 15 years ago. Today they can get a system from a company like Nexenta and load it up with SSDs. Will it be as good as a NetApp flash array? Maybe it won't fit 10 percent of a customer's needs. But the cost is much lower for reaching 90 percent of a customer's requirements."

PUBLISHED APRIL 9, 2013