What the Zeus is going on? STEC has changed to sTec and it's bragging about its new direct and channel sales program.
What's happened is that STEC - sorry, sTec - is adding both direct sales and channel sales alongside its mainstream OEM sales organisation.
sTec reckons its enterprise customers will buy direct through OEMs, but sales from this alone are not enough to rebuild the company's business after mis-steps in its flash product strategy.
Although it has updated and refreshed products, such as the ZeusIOPS line, it takes a relatively long time for an OEM channel to deliver the goods. Product certification delays OEM sales ramps further.
STEC's new sTec logo
Jeff Janukowicz, IDC's research director for Solid State Drives and Enabling Technologies, says: “We estimate that by 2016 just under half of all enterprise storage capacity shipped will be through non-system OEM channels, which include shipments directly to hyperscale cloud data centres, ODMs, and specialised system integrators."
Hence STEC - sorry, sTec - has added more than 50 enterprise flash storage sales professionals and is boosting its channel partners too. Target markets include oil and gas, US Federal agencies, telcos, financial services, the cloud and social media.
sTec reckons its sales reps and channel partners can solve customers' problems too, not just flog 'em flash products. Now there's a new idea. ®
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