Greg Heier

Greg Heier , director of channel marketing at Connex , says the company has started the process of recruiting resellers.He says Connex will offer its resellers demo and evaluation equipment , online education and margin opportunity.

Reprinted from the October 1999 edition of Sm@rt ResellerCopyright 1999 by Ziff Davis

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We want to fulfill 100 per cent (of our orders) through resellers, says Greg Heier, the company's director of channel marketing.we be kind of bucking the trend here with this, because a lot of other players in this space have either direct sales models or a mix of indirect and maybe selling through a portal on their Web site.So we want to engage the resellers and honour those relationships.And in turn, hopefully that will make us bigger with more feet on the street than what we otherwise might be..

According to Evans Research Corp. of Etobicoke, Ont., the storage market in Canada will reach $ 950 million next year.

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Connex do not have a presence in Canada yet, but Heier says this is in the works.we be still in the process of hiring a sales team and Canada will be right along in those plans very shortly..

As for distributors, that too is still in the discussion stage.Heier said he can not reveal who is involved in those discussions, but indicated it was large, well known distributors.we be looking to gain the widespread coverage they have and gain the access to the resellers and recruitment campaigns they have..

Once the VARs are in place, Heier says the company expects to remain in close contact with them through its Web site.we be expecting to do a lot of things online, he says.we be putting some sales tools there, education tools, configurations tools, Web-based reseller training which will offer low-level certification ...we are looking to become the education and information source, via our Web site, in the product space.we be anticipating having that completed and launching that around the first of the year..

According to Bob Williamsen, Connex's vice-president of marketing, NAS products have been around for a long time, but are on the verge of huge growth.they have been deployed in kind of niche applications since the late 80s.But it appears, motivated by the increase of online data these days and driven by the Internet, people are really looking for much easier ways to manage storage and optimize their network resources.