Exclusive Networks' BigTec signs Cloudian distribution deal in Australia and New Zealand

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Exclusive Networks' BigTec signs Cloudian distribution deal in Australia and New Zealand

Exclusive Networks-owned data centre transformation distributor BigTec ANZ has announced the addition of storage vendor Cloudian to its vendor portfolio.

According to the distributor, the agreement offers channel partners a storage system that will meet growing demand for unstructured data storage, which it said was increasing by more than 50 percent each year. 

The partnership includes new availability for Cloudian HyperStore, a storage solution that can scale up to petabytes if required. BigTec will drive adoption of HyperStore object storage to key enterprise markets through channel partners and managed service providers.

“Enterprise customers are increasingly adopting global S3-compatible object storage. Thanks to Cloudian’s HyperStore they now have the opportunity to place that storage capability in their own data centre premises, or to host it with a local cloud service provider. This circumvents data sovereignty and provides predictable cost and modular scalability,” BigTec Australia and New Zealand general manager Alex Teh said.

Cloudian global sales vice president Jon Ash said Cloudian and BigTec had an existing partnership overseas, which made sense to continue for the ANZ region.

“BigTec is an important part of our expansion strategy in ANZ and we look forward to joining forces to see our vision realised,” he said. “They’ve chosen a select group of technology, and they ensure that those technologies integrate and work together.

“For any partner to do that level of integration is expensive. They take all that away. We started working with them 18 months or two years ago, and with them we’ve been successful in closing significant business in Europe and North America.”

Once such integration the companies expect to enjoy the benefits of is with Cloudian alliance partner and fellow BigTec vendor partner Rubrik, with the distributor stating that customers using the two product in combination would simplify data management and storage into those two constituent parts.

Ash said Cloudian fulfilled the needs of businesses with cloud environments that demanded high-performance on-premises applications.

“Some [storage] will go in the cloud, and we accept that, but even public cloud vendors agree there should be a split, whether it's 50-50 or 60-40,” he said. “It's down to things like compliance, legal regulations, latency, pricing, and people often want their data in the building. For many use cases, it’s more cost effective to store your data on premises.”

With the deal, BigTec is adding Cloudian technical staff to support rollouts of the vendor’s hardware locally.

“We’ve been training the BigTec team in presales and post-sales, we’ll offer local support and we’ll back that up with our worldwide support organisation. For BigTec, this is just a humongous opportunity. In the 12 meetings we’ve done in Australia in the past week, we’ve generated eight or nine real opportunities,” Ash said.

Mark Ransom, BigTec chief of sales, said part of the distributor’s role was to save its partners effort by selecting a core group of complementary vendors

“It’s a very noisy space out there, there are a lot of new technologies coming from outside of the traditional vendors. Partners need guidance and help to decipher the message that all these niche vendors are providing,” Ransom said.

“We’ve put together a portfolio of like-minded vendors, with Cloudian being a key one of those, and we’re able to decipher some of that messaging and provide guidance to specialised partners.

Ransom said the next step would be to scale those partnerships.

“We wanna hit the ground running, we’re out there seeing some partners we’ve targeted but it's very much greenfield in the market. We know that is out there is a lot of opportunity that we've identified,” he said.

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