Vendor and distributor co-fund HP Mentoring Programme to lift partners’ storage sales

HP and distributor DNS Arrow have teamed up to launch a programme aimed at helping server VARs ramp up storage sales.

The HP Mentoring Programme is part of the vendor’s mission to boost partner attach rates between server and storage technology above the current 15 per cent level.

Ten UK partners have been admitted to the initiative, which is co-funded by HP and DNS Arrow, with plans to extend it next year. Among the benefits on offer are dedicated account management, joint marketing activities, access to DNS Arrow virtual marketing managers, incentive schemes and regular communications on programme delivery.

Chris Stainthorpe, recently recruited by DNS Arrow to develop the programme, said: “This allows us to focus on 10 UK partners that have excellent growth potential if we work closely with them.
“The server market is moving very much towards virtualisation and blades, which do not have storage built in, so a centralised pool of storage is needed.”

Stainthorpe, who spent seven years at rival OpenPSL, said DNS Arrow has committed three staff to the initiative. They will help in areas such as telemarketing and ensuring partners are working towards the right accreditations.

“We will give them access to all the tools to go out there and win storage business,” he said.
Greg Carlow, managing director of VAR Repton, said: “The big manufacturers are closing the gap on independent storage vendors in terms of functionality and price.

“There is now a big advantage in buying servers, storage and software from one company because they will be well integrated. Programmes encouraging the sale of storage on servers are a good move and all the major vendors should offer them.”

For a table showing the top six worldwide storage vendors' revenue, click here.