Tegile Systems to sell through indirect channels only

Hybrid flash array startup Tegile Systems says its 'persistent registration' of deals is a key differentiator of its partner program.

With the launch Wednesday of the Tegile Channel Partner Program, hybrid solid-state-drive (SSD) array start-up Tegile Systems Inc. will be 100% channel-driven, with all deals going through its indirect channel. The company will not have a direct sales force.

The 1-year-old, Newark, Calif., company, whose products cater to companies with virtualized server and virtualized desktop environments, made its announcement at the VMware Partner Exchange 2013 in Las Vegas. Rob Commins, vice president of marketing at Tegile Systems, said the company's "persistent registration" model is a key differentiator in its partner program.

"Persistent registration means that once a partner registers a deal through the system, that partner is protected and owns all business at the system or deal level, as opposed to the customer level, throughout the life of an array," Commins said.

This brings partners a greater level of protection and return on investment, Commins said. Partners can register deals through the company's partner portal. Tegile has automated tools in place to simplify processes and assist partners with deal registration and price quotes, he said. Tegile partners will also have access to the vendor's technical experts and sales resources.

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According to Commins, value-added resellers and systems integrators can reap additional revenue through value-added services, working with Tegile in three primary technology areas: virtual server consolidation, virtual desktop infrastructure and SQL database optimization.

The company is taking a measured approach to the launch of its channel partner program, which it plans to scale after initial assessments. Tegile doesn't offer formal accreditations, but it does have a no-cost, "lightweight" certification program that includes some online training. Potential partners also have a face-to-face in-person meeting with the company to ensure that the partner understands Tegile's technology and how to sell it. The vendor also offers what it describes as deep discounts to partners who want to purchase a Tegile system for an in-house lab or to take on customer calls.

Chris Noordyke has been the company's director of channels since December 2012. He was formerly regional storage sales director for global commerce channels at Dell Inc. and district sales manager and business development manager at Compellent.

Tegile's flagship product is its Zebi line of hybrid SSD-disk storage arrays. The Zebi line provides primary storage deduplication.

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