Channelnomics

Tegile Distribution Pact Packs GSA Goodness

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Tegile ZebiWeeks after retooling its channel program to sweeten the pot for partners, hybrid-storage specialist Tegile Systems Inc. has inked a new distribution deal that could make the vendor’s critically-acclaimed storage wares more broadly available to resellers, particularly in public-sector deals.

Tegile officials on Wednesday announced a North American distribution deal with Promark Technology Inc., a value-added distributor owned my Ingram Micro Inc. that focuses on data storage, electronic document imaging, networking, security, ruggedized computers and associated professional services.

In addition to its tech and services lineup, Promark offers a number of federal and state contract vehicles, including a General Services Administration (GSA) schedule that channel partners can leverage to sell to the government.

Tegile officials hope partners can take advantage of Promark’s a two-tier distribution arrangement with GSA to sell products to government customers even if they do not hold a GSA contract and might not have qualified to fill government orders on their own.

“Working with a premier distributor like Promark that helps channel partners achieve their business objectives is a great way to extend the reach of Tegile’s Zebi storage arrays,” said Rob Commins, vice president of marketing at Tegile Systems in Newark, Calif. “Not only do they provide reseller partners with the ability to deliver Zebi arrays to their clients but they also provide the support, marketing and training programs to ensure their ongoing success.

“As a company that is 100 percent focused on selling through the channel, the success of those in the reseller community is instrumental to [Tegile’s] ultimate success,” said Commins.

Tegile has garnered a fair bit of industry attention in a short period thanks to its Zebi hybrid storage arrays which mix solid-state memory and high-capacity hard drives and support both SAN and NAS storage. The Zebi arrays are based on the company’s patented Metadata Accelerated Storage System (MASS) to manage the system metadata and they feature on-the-fly deduplication of primary data along with snapshot and replication capabilities at a fairly low per-GB price point.

By providing all-inclusive pricing for features such as auto-snapshot, auto-replication, near-instant recovery, on- or offsite failover, and virtualization management, Tegile claims it can reduce software licensing costs by close to 80 percent versus its storage competitors. As a result of both the performance and affordability of the combined Flash-HDD Zebi arrays, the units starting to get some traction particularly in virtual desktop infrastructure (VDI) implementations.

Hybrid storage arrays like Zebi are ideally suited to help businesses overcome their data challenges through a balanced approach of both cost and performance,” said Dale Foster, CEO of Promark in Annapolis Junction, Md. “The addition of Tegile to our roster of storage solutions empowers our system integrator and reseller partners with another innovative technology to offer their clients.”

Tegile’s  laser focus on the channel – they have no direct sales force — was sharpened in February with the launch of its new Tegile Channel Partner Program, which promises higher margins and better support for partners and along with a host of new sales opportunities, according to company officials. In addition to letting partners own every customer and control every deal, Tegile says it is committed to offering dedicated technical and field support, a level pricing structure and tight registration guidelines to keep deals fair and eliminate complex rebates and paperwork.

“The evolving technology landscape continues to put pressure on the channel to deliver higher margins on its products and services,” said Justin Cheen, vice president of sales for Tegile Systems. “We are totally focused on selling through the channel and are committed to seeing our partners succeed. We are developing easy access to tools, training and educational resources that will enable channel partners to provide top-level services to their customers.”

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