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SVA System Vertrieb Alexander GmbH, based in Wiesbaden, Germany, hopes to replicate its success in the European market in North America.
To meet that goal, SVA GmbH needs channel partners willing to resell Business Volume Qualicision, or BVQ, a storage optimization product for IBM systems.
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SVA GmbH is an IBM systems integrator with more than 500 employees at 14 locations worldwide. BVQ, which is in use at about 160 businesses, monitors the performance of enterprise IBM SAN Volume Controller and the IBM Storwize products.
BVQ can be delivered as a premises-based system, through a managed service or via the cloud. The SVA product, which is geared toward midsize and large enterprises with complex storage needs, pinpoints areas where storage costs could be lowered, identifies problems before they occur and outlines ways companies can maximize the return on their storage systems.
As part of the expansion, SVA GmbH established SVA Software, a subsidiary based in New York, to market BVQ in North America. The firm plans to run North American-based market campaigns to generate leads, provide sales and support training, and create resources and marketing support, so partners can successfully sell BVQ. For instance, SVA Software will attend local trade shows, such as IBM Edge, which will be held next month, according to Don Mead, senior vice president of technology and partner development at SVA Software.
Such support is needed because storage performance management products can be a tough sell. "Customers often do not know they need such tools," Mead noted. To address that issue, SVA Software lets organizations take a free test-drive with BVQ Health Check, a complimentary, one-time storage system checkup.
One SVA Software partner is Sirius Computer Solutions. Founded in 1980, the firm has 1,700 employees and delivers system integration services to 5,000 U.S. businesses. The reseller has worked with BVQ through SVA GmbH for a few years and approved of the expansion. "Now, we will not have time zone issues when we need SVA's input," said Matt Cleland, director of storage and converged infrastructure solutions at Sirius Computer Solutions, based in San Antonio.
SVA Software has a few resellers that have signed up for the partner program. "In one year, I would hope we [have] 40 to 50 partners," SVA's Mead said. Time will tell how close the firm comes to reaching that goal and if its North American practice becomes as successful as its European operation.
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