Channel Best-Sellers

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High sales volume has yet again put Buffalo Technology at

the top of the NAS category,while higher sales prices kept Network
Appliance and Hewlett-Packard in the top three.

Buffalo's share stems from its focus on home users and small

businesses of up to about 250 users, said Erny Mezas, director
of sales. NetApp and HP, on the other hand, focus on smallbusiness
to enterprise customers.Their products have an average
selling price of three times to six times that of Buffalo, Mezas
said. "There's no question we're the volume leader," he said.
"So we don't see them as direct competitors to us."

For NetApp, about half of U.S. sales go through channels,

but a significant part is done directly with a handful of solution
providers that do not buy through distribution, said Sajai
Krishnan, general manager of the small and midsize business
unit. Even so, Krishnan said, "We need to broaden our partner
reach. Our growth has to be through partners."

HP's strength depends on NAS appliances built on its Pro-

Liant server and All-in-One lines, said Harry Baeverstad, director
of entry NAS. About 50 percent of HP's overall U.S. NAS
sales go through the channel, but HP is focusing on increasing
that with several growth-oriented channel campaigns, he said. [READ MORE]

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