Tech Data Deal Marks Shift for Cisco’s SAN Market Strategy

Cisco signed a deal the week of April 24 with distributor Tech Data to bring its storage area network family of products to market, a shift in the vendor’s strategy.

Cisco will distribute its MDS 9000 Family of SAN line to a limited number of ATPs (Advanced Technology Partners) through Tech Data, leveraging the distributor’s access to the product, relationships with third-party application providers, support and proof of concept testing, officials from both companies said.

Tech Data will offer Cisco’s entire line of MDS 9000 fabric switches, multilayer fabric switches and directors.

These products are available to authorized Cisco ATP Partners when sold in conjunction with qualifying network hosted or network-assisted intelligent applications using the Cisco SSM (Storage Solution Module) in the MDS platform.

Storage Area Networks

The distributor also plans to broaden its storage solutions offering by expanding recruitment of storage software application developers, enabling resellers to deliver a greater range of versatile storage solutions to their user customers.

The strategy marks a shift from Cisco’s previous strategy to take SAN lines to market through partnerships with vendors such as Hewlett Packard and IBM, who layered the technology into their own lines.

The new strategy drives Cisco’s goal to embed security and storage in the network, a policy that may alienate some vendors who may also be competitive in the space, said Susheel Chitre, manager of Business Development for Cisco’s Storage and Optical Worldwide Channels.

PointerTo read more about Cisco’s new channel strategy to emphasize security capabilities in the network and the channel, click here.

The new strategy provides SAN as a platform for third-party application parties’ application builder to layer storage into the network to be distributed by ATPs.

Partnering with Tech Data allows those ATPs, typically smaller than Cisco’s previous vendor partners, to leverage the distributors technical staff and demonstration center for proof of concept testing, said Chitre and Donna Turgeon, Tech Data’s Networking Product Marketing director.

Tech Data added two SAN experts to the staff to support the effort, Turgeon said.

Six ATP partners have signed on already and Cisco aims to incorporate no more than 50, Chitre said.

Comment on this article
Be the first to comment on this article.
Opinion: Finding products that can sell other products separates resellers trying to survive from solution providers that create strategic relationships.
Featured Opinions
Managed Services
Channel Business
Distribution Channel
System Integration
IT Resellers
Software Vendors
Supply Chain Management
>” title=”>”/> Ziff Davis White Paper Library<br class=
>” title=”>”/> Baseline ROI Calculators<br class=
>” title=”>”/> eWEEK Labs RFPs and Tools
</div><!-- end ziffhtml //--></div></span></div></div><div style=
Add Channel News, Product Reviews, Trends and Analysis to your RSS newsreader or My Yahoo!
Join the Microsoft Empower program for ISVs.
A relationship with Microsoft allows you to compete with the big dogs. Learn more about resources, tools and training. Get the documentation >>
Free Hands-On Training Lab
Find out how key features of SBS 2003 can help you open up a new line of revenue. Register now >>
SBS 2003 Sales Reference Card
This handy reference card contains features at a glance, sales objection handling, pricing guidelines & more. Get it now >>
Microsoft Empower for ISVs rewards your big idea with big benefits and support.
Access key development tools at a low cost to help you develop that idea into an innovative application. Learn more >>
Attention Microsoft Solution Providers!

    The Upside of Success: When Portals Take Off
    Read how organizations choose between consolidating portal deployments on a single platform and using middleware to integrate existing solutions into a federated network.

    Business Value Patterns for SOA
    Read about three broad scenarios where organizations contemplating an SOA approach are most likely to quickly see benefits.

    A Case of Role-Based Identity
    Why are companies adopting role-based access control? Organizing users into roles based on responsibilities or job functions greatly simplifies user administration by allowing companies to use the structure of the business to map access to IT resources.
>> brought to you by Ziff Davis Media
Free Microsoft Watch Newsletter

Get Microsoft Watch’s FREE online newsletters. Fill-in the form below:

Each week you receive:
  • Microsoft News and Insider Information
  • Expert Analysis
  • Code Names of Upcoming MS Products
  • Year-Ahead Calendar, updated monthly
  • 1. Select email format:

  • 2. Enter Email Address