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Iomega goes on NAS attack in Middle East

New value programme will target VARs and integrators

Iomega goes on NAS attack in Middle East
Iomega’s Jan Jensen (left) is looking to provide VARs with incentives to sell the company’s NAS solutions.

Storage vendor Iomega is planning to roll out a channel programme to support its ongoing drive into the network attached storage (NAS) market.

The programme will be specifically aimed at value added resellers and systems integrators, which form the higher end of the company's partner base.

Iomega has already rolled out the initiative in some major European markets with a view to launching a Middle East version by the start of next year at the latest.

Jan Jensen, VP international sales at Iomega, says the programme will mark the first time that Iomega has attempted to categorise its channel partners.

"Today we have a generic channel programme for everybody, but what we are going to have is a premier partner programme that addresses the partners that have the capability to sell network attached storage products," he explained. "That capability comes in terms of the pre-sales and post-sales support and the training of the customers."

Jensen says members of the programme will have access to a range of training and marketing tools, and receive project-based pricing benefits.

Although Iomega is traditionally known for its strengths in the portable hard drive and multimedia product markets, its NAS business has rocketed since it was taken over by EMC two and a half years ago.

"We have been doubling our NAS business almost every quarter, it is growing very fast," said Jensen.

Iomega primarily competes with companies such as Buffalo and Netgear in the NAS space, as well as low-end product lines from HP and NetApp. Jensen claims the company has been able to introduce unique NAS products into the market due to its strong in-house software development and additional focus from EMC's engineering team.

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