Hitachi Server Systems Group's New VP Zeroes In On Channel

Lynn McLean, named to the position on Tuesday, said she's working on programs to expand indirect sales for the high-end blade server vendor. McLean comes to Hitachi from MTM Technologies, a Stamford, Conn.-based solution provider.

Hitachi, which set up U.S. operations in 2005, has been selling its Blade Symphony line of blade servers in Japan for several years. Its U.S. sales began last November on a direct basis, but several sales via solution providers are pending, McLean said.

Hitachi plans to move most of its sales through the channel. McLean said she's working on setting up a formal channel program and is still deciding whether to use a one-tier or two-tier model.

Hitachi also is recruiting enterprise solution providers, especially those with experience in working with enterprise applications, according to McLean. "We are looking for partners who work with high-volume, high-transaction applications," she said. "Our target customers are moving from Unix to Windows or Linux platforms. MTM will be one of our targets."

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In addition, Hitachi plans to offer a variety of support services for solution providers to sell and will eventually bring services such as consulting and implementation to its partners, McLean said.

"Our perspective is, there's no way we can compete in North America without tight integration with the channel community," she said. "The channel is an integral part of our strategy."