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Logic, one of the leading
providers of backup and archival solutions, has come up with an
advanced enterprise tape library that meets demanding archive and
backup requirements while saving customers up to 30 percent on
initial capital investments and 15 to 20 percent on annual recurring
operational expenses. The Spectra 'T-Finity' offers multiple,
redundant robots, scaling to more than 45 petabytes in a single
library and more than 180 petabytes in a single, unified library
complex. It is targeted for use in data-intensive environments such
as large IT enterprise, federal, high performance computing and
media/entertainment.
Nicholas Harper, VP-International,
Spectra Logic, said, “The Spectra T-Finity provides superior
capacity and stored data access, and its modern design resets
expectations on the economic saving that can be achieved with tape
storage solutions. This tape library enables its customers to
consolidate multiple legacy libraries, reduce initial capital
investments, control ongoing operational expense, and ensure
investment protection with scalability to meet long-term data growth
requirements.” The company also believes that this
announcement of T-Finity will bring a host of opportunities for its
channel partners as well. With the launch of this new tape library,
channel partners now have a product to fit into any solution, however
big it is. T-Finity allows implementation of a disk-to-disk to tape
strategy which helps its channel partners with a product-set that
delivers enormous value.
“Economic malaise is now forcing the
users to review their storage options in a more pragmatic and
rigorous way that they have had for some time. When finances are
good, it is acceptable to succumb to the inertia and take the
established route. But today it is different, as balancing the growth
of data in general and the need for retention in particular demands
is a new thought, which gives our channel partners new opportunity to
grow,” asserted Sunny John, Country Manager-India and Middle
East, Spectra Logic. John further iterated that tape storage is still
a vibrant market with a demand for low cost, green and high capacity
storage device. The company mainly focuses on aligning with strong
focused channels partners for overcoming the challenges in storage
market. It also believes in working together with storage vendors,
providing a direct support to Spectra Logic's customers together
for a robust deliverance of service. Meanwhile, in the Indian market,
Spectra Logic focuses on channel partners who are trained with
adverse technical knowledge. The company takes joint calls and helps
its partners with free professional service (PS). It has two
national partners and two local partners in each city for
distribution of its products in the Indian market. By selecting a
small focused group of channel partners, the company is able to give
them the required training, exposure, customer case studies along
with the right solution. Besides, it also focuses on providing them
with pre-sales as well as sales support by taking joint calls with
them.
“We encourage our channel partners
for better margins, profitability, and establish some kind of brand
pull by imparting technology training to them, teaching on
competitive environment, and helping them to understand the
differentiation that lead us to add value, and maintain profitability
and margin in our business,” added John. As of now, the company
does not work with any system integrators here in India. But in the
long run, as it will grow, it might look for system integrators as
well. And while it does not have any channel programs or any
incentive schemes for its partners in place, it might plan such
programs in the long term in order to take the company's business
to a next level. John pointed out, “In this competitive market, we
still maintain to hold our leadership position with advanced
technologies. Identifying the right competition, focusing on them and
making channels aware of the area and competition is our motto. We
conduct regular sessions to educate partners and the customers on our
technology strength, extending professional service to all channel
partners. We have set up an EBC in the US, where large customers can
come and simulate their environment for them and for others; we give
remote access to our technology demo center to have a walk through.”
Marching ahead, increasing the channel
base is on the cards for Spectra Logic, but for now, it wants to
focus on medium and high-end only. The organization wants to
concentrate on a small team and wants to focus in being visible in
storage market globally with a large customer base. The company is
also eyeing to include ten large accounts this year and establish
itself as the de-facto tape library leader in the Indian market.