Tech Data Signs Exclusive Fujitsu SAN Deal

Tech Data has inked a deal with Fujitsu that will see it become the only distributor in the United States to carry the vendor’s Eternus storage area network solutions through its network of VARs.

Tech Data will distribute the entire Fujitsu Eternus line of SAN-attached storage systems, including the Eternus 2000, 4000 and 8000 modular storage systems, as well as the Eternus VS900 storage virtualization system, making the Eternus line available to the channel for the first time.

The products will be handled by Tech Data’s Advanced Infrastructure Solutions division, which was established in 2006 to provide VARs with a broad base of storage products, along with dedicated sales and technical support.

Pete Peterson, senior vice president for Tech Data’s AIS division, said, “Our reseller customers will be able to provide an even greater range of storage solutions and applications to their end-user customers, available through one distributor. If they need an SMB [small and midsize business] storage solution for one customer and a midmarket solution for another, they can conduct both purchases through Tech Data’s AIS team.”

This move could particularly help Fujitsu in the SMB market, said Tiffani Bova, an analyst at Gartner. Gaining traction in the fragmented SMB market requires tight integration with both distributors and channel companies due to the costs associated with building these capabilities internally, she said.

“Gartner has found storage is one of the top IT investments for SMBs, so Fujitsu’s move to engage Tech Data shows that it understands the value distribution brings to the supply chain,” she said.

What’s more, it will help position Fujitsu as a go-to storage vendor for companies at the smaller end of the spectrum.

“Having product available in distribution helps Fujitsu increase its consideration rate within the channel, since it will be easier for resellers to learn about and purchase the product,” she said.