Intransa seeks tier-2 partners to push its IP-SAN solutions

Storage vendor Intransa Inc is looking out for mid-sized solution providers

to promote its family of IP-SAN solutions. The new inductees could include

security or storage vendors who have already sold servers to their clients and

now want to help the latter graduate to a more cost-effective and scalable

storage environment. "We are especially seeking partners who have got good

domain knowledge and customer base in the SMB customer segment," said

Vaidyanathan Iyer, Country Manager-India, Intransa, Inc.

Intransa has adopted a 100% channel model for its sale. Its tier-1 partners

include Ingram Micro, HCL Peripherals and SES Technologies. Tier-2 partners will

be facilitated through these tier-1 players and the company has already managed

to set up a base of 40 partners.

Vaidyanathan noted that selling Intransa's IP-SAN solutions would be a

viable option for most systems integrators (SI) and solution providers in the

country as they do not need more than a simple training on this platform. Also,

as more and more companies look towards IP-SAN due to regulatory compliance and

its cost-effectiveness, shifting to this technology will be a natural

progression to most partners.

"Our SI partners need to have good IT knowledge, concept of storage as a

technology and a good contact base," added Vaidyanathan. They need not even

invest into creating a new division for this business line. Even consultants who

can build an architecture around Intransa's solutions will be consider for

induction into its channel ranks.

Seeking partners with good domain knowledge and customer base in the SMB customer segment VAIDYANATHAN IYER

Talking about how Intransa will develop this channel after bringing it on

board, Vaidyanathan said that the company would empower them with training,

support, technology and handholding while making sales pitches. It will also

have certification programs to grade partners, depending on their technical

skill sets.

In case of multiple channel bids for the same clientele, Intransa will choose

the partner that is most loyal to it, and therefore eliminate duplicity.

"We will utilize the strength of the right partner at the right

place," he noted.

To help partners showcase Intransa's proficiency in IP-SAN solutions, the

company has set up a proof of concept (PoC) center at it R&D facility in

Pune. It will open another PoC in Bangalore shortly. The vendor is also working

with partners who want to open smaller PoCs in their own offices. "We

provide them with Intransa systems on an evaluation basis along with demo

units," remarked Vaidyanathan.

VINITA BHATIA