End Of Story: Ensconce Profits Off End-of-Life Data

The Shredder allows solution providers to help their customers decommission hard drives onsite without shipping them to third parties. And it provides a defendable audit trail to aid companies in meeting compliance regulations.

As a result, EDT is mounting an aggressive VAR recruitment campaign with the goal of having 85 percent of its annual sales go through solution providers. EDT is currently engaged with business partners in Europe, Canada, New Zealand, Australia, South Korea and Brazil.

"We're not interested in distributors or the big boys who say, 'Evangelize the product, sell the product and hand us the account and then we'll move on to the next one,' " Schneider said. "We want ankles and elbows on the street."

Hot Factor • EDT's Digital Shredder can erase up to three hard drives at once • The Digital Shredder provides a defendable audit trail • EDT's goal is to have 85 percent of annual sales go through VARs

Schneider said that end-of-life compliance issues give solution providers a great opportunity to sell consulting services beyond the Digital Shredder point product.

EDT is set up with Web-based and in-house technical and marketing support infrastructure as well as lead registration. Schneider noted that the ideal end-user customer for EDT's Digital Shredder has 500 seats or more and could be in virtually any vertical including legal, financial, government and medical.

While EDT has set a goal of having solution providers generate 85 percent of the company's sales, President Philip Bracco said he would like to have a VAR involved in every sale.

"Our operating philosophy is to find a reseller for every opportunity that materializes. Ultimately, the customer will make the final decision."