In an effort to bring its resellers up to speed on the emerging tape-automation market and give them the tools they need to sell tape-automation technology to small and midsized companies, Exabyte has rolled out a new opportunity-analysis and technical training program for its VARs.
The new VAR program focuses solely on Exabyte Corp.s tape autoloader and tape library products. Exabytes tape automation products geared at the SMB market include the VXA-2 PacketLoader 1x10 and the Magnum 1x7 LTO Autoloader.
"There are a lot of VARs focusing on the SMB space that have never sold tape automation. They dont understand how it works and what the advantages are. This program explains the technical and sales issues of how to sell it to an SMB customer," said Kerry Brock, vice president of marketing at the Boulder, Colo., company.
While most reseller programs from hardware vendors focus solely on the technology, Exabytes program includes sales and technical training and materials, a competitive reference guide, marketing and data-protection best practices, installation tips and techniques, and checklists and forms for business protocol and implementation accuracy.
Also, and most importantly, the program provides instruction in how to provide consultative services around the solution.