Enter quantum

The market for storage solutions has never been better, as firms realise the importance of storing their data in physical and virtual environments. CME spoke to Ewan Johnston, vice president, Expansion Markets at Quantum about the company’s channel push and the future of the IT storage market in the region.

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Enter quantum
By  Manda Banda Published  September 4, 2012

The market for storage solutions has never been better, as firms realise the importance of storing their data in physical and virtual environments. CME spoke to Ewan Johnston, vice president, Expansion Markets at Quantum about the company’s channel push and the future of the IT storage market in the region.

CHANNEL MIDDLE EAST:  What is Quantum’s channel strategy for the Middle East region?

EWAN JOHNSTON:
While Quantum has been active in the Middle East region for many years, 2013 sees the start of a concerted effort and investment in growing our business in the region. Central to any success is developing strong partnerships with key local channel partners. We intend to further develop our presence by adding high quality partners to our current channel base to increase our geographic coverage and penetration in specific markets. As Quantum generally adopts a two-tier channel programme, we seek true value-added distributors to assist in partner recruitment and enablement in local markets. We support these with Quantum experts in sales, channel management and of course technical system engineers to ensure our customers and partners enjoy the best experience when implementing our solutions.

CME: What is your vision for the Middle East storage market and how do you cover this vast geography?

EJ: Quantum is expecting explosive growth in the Middle East Storage market and maturity in organisations deploying the latest solutions. Gone are the days when the region would lag behind to developments happening in more mature economies. Today, we see the region deploying the latest technology which is why we expect an exciting opportunity for Quantum’s market leading products. To cover the geography we have built a specific team with many years experience in the region. We will use a combination of local Quantum personnel supported by the specialists from other parts of EMEA. This gives us the benefit of local presence supported by a very senior team. Obviously, our local channel partners are key to covering the multiple countries that make up the Middle East. This is a true business partnership with the opportunity to make great margins on market leading solutions.

CME: What has been Quantum’s focus for 2012 with your channel partners (distributors & resellers) in the region?

EJ: The focus over the past 12 months has been in line with Quantum’s overall goals, based around our data protection and ‘big data’ strategy. In the data protection space, Quantum has built on its strong legacy in the tape world and established the de-duplication disk-based backup products as market leading solutions with unmatched price, performance and scalability. Quantum is seeing particularly rapid adoption of its VM Pro solutions for data protection for virtual servers. As a specialist in the data protection market, Quantum is uniquely placed to deliver the ‘right’ solutions that meet customer requirements be it physical, virtual servers, spanning disk and tape.

CME:
Last year, the Middle East IT market witnessed unprecedented business in the storage space. How is Quantum raising its brand in the region?

EJ: Quantum as a business has just embarked on an extensive market awareness programme based on customers and partners being ‘Quantum Certain’. This campaign embodies everything that Quantum stands for and is aimed at ensuring that the customer’s mission critical data is managed and protected using best-in-class technology deployed and supported by experts.

CME: Has Quantum launched its channel partner programme in the Middle East market?

EJ: Yes, we have had an on-going programme over the past few years but the new one was started last quarter in a low key first phase. However, we are now ready to really ramp up the programme and attract new partners to join us in what is a growing exciting time in Quantum.

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