Distributor achieves training qualification that allows it to sell both SME and enterprise products

Bell Microproducts Europe has become DataCore’s first UK distribution partner to achieve a training qualification for both its SME and its enterprise storage virtualisation product ranges.

DataCore told CRN that until recently, Bell distributed only SAN Melody, its SME-focused storage virtualisation product. However, following training at DataCore’s offices, the vendor said that Bell’s sales staff are now qualified to distribute SAN Symphony, DataCore’s enterprise product.

Keith Joseph, channel manager at DataCore, told CRN that storage virtualisation lets end-users build virtual expansion capabilities into an application, without having to buy additional expansion capabilities upfront.

“This means Bell can go to market with a complete solution,” he said. “Bell can go to any VAR and offer a whole package of storage virtualisation, ranging from central storage management to business continuity and snapshots.”

Joseph added that Bell’s technical staff underwent intensive training at DataCore’s Reading head-office to allow them to further their understanding of virtualisation technology.

Magirus, DataCore’s second UK distributor, is qualified only to distribute the vendor’s SME-class product. However, CRN understands that the distributor is expected to adopt a similar training expansion to Bell, but into the SME sector.

Alex Tatham, director of commercial products at Ideal Hardware, told CRN that its expansion into DataCore’s enterprise product will have an impact on Magirus.

“Magirus’s SME business is not as strong as ours,” he claimed. “This will give our VARs a good services value. The enterprise product does require a lot of [sales] training, but the SME sale is much easier to make.

Magirus was unavailable for comment as CRN went to press.