VERITAS Software announces storage management software Industry`s most comprehensive sales channel infrastructure

As a result of VERITAS Software`s completion of its merger with Seagate Software Network and Storage Management Group (NSMG), VERITAS Software now boasts one of the industry`s broadest and strongest distribution channels that includes a large enterprise end-user sales force, expansive Value Added Reseller (VAR) network, two-tier distribution infrastructure, e-commerce and OEM sales channels.

"VERITAS Software`s merger with Seagate Software NSMG enables it to integrate a powerful two-tier distribution, e-commerce and OEM channel infrastructure into its own leading direct, enterprise VAR and OEM sales channel," says Philip Mendoza, analyst, International Data Corporation. "This creates a very comprehensive and compelling sales channel infrastructure with the ability to deliver to enterprise customers the products they need via the channel they prefer."

Today`s computing customer landscape pivots around three key areas: the Global 2000 enterprise; distributed environments and autonomous workgroups; and small- to medium-sized accounts. VERITAS Software applies its multiple channels to penetrate all three of these categories.

To capture the Global 2000 enterprise account, VERITAS Software exercises its end-user sales force and its network of qualified professional Enterprise VAR partners. For distributed environments and autonomous workgroups, VERITAS Software leverages the reach of its Enterprise VARs along with its global network of reseller partners that utilise the company`s distribution infrastructure for fulfillment.

Small-to-medium-sized accounts also turn to VERITAS Software reseller partners as well as the e-commerce site for product purchases. To support the sales infrastructure for all three areas, it has a team of 30 inside sales representatives who perform both inbound and outbound sales calling at a rate of more than 400 000 calls a year.

OEM sales channels cross both UNIX and Windows NT environments and cover all three computing customer landscape categories, enabling the "seeding" of VERITAS Software products.

"We have built the industry`s most comprehensive distribution infrastructure to deliver all of our products and solutions to every customer, everywhere, in the manner in which they select to purchase them from us," says Paul Sallaberry, senior vice president, worldwide field operations, VERITAS Software.

With its balanced channel mix, the company expects to generate 40 percent of its revenue through the end user [EJ1]and enterprise VAR channel; another 40 percent from its world-class two-tier distribution channel; and 20 percent from its OEM sales channel.

Locally the products will be distributed and sold through different channels. Classic Seagate Software products such as Backup Exec and Desktop Management Suite will continue to be distributed by Storgate Africa, SI Distribution and SCSI Technology. The classic VERITAS products such as Netbackup will be represented by CMS.

"These channels will operate separately as they did prior to the merger," says Nick van Noordwyk, business manager for Middle East and Africa for VERITAS SA.