Xiotech Channel Revenues Increase Nearly 90% in 2008

Xiotech Corporation announced that revenues from its channel increased nearly 90 percent year over year from 2007 to 2008.

This success stems primarily from Xiotech’s two latest game-changing technologies – patented Intelligent Storage Element (ISE) technology featured in the Emprise data storage line and ICON Manager storage integration. Additionally in March 2008 Xiotech launched the Xcel Channel Partner Program, which supports significant growth opportunities and is an important addition to the company’s go-to-market strategy.

"Interest and excitement in our products have never been higher because of the lowest total cost of ownership that ISE technology and ICON Manager provides," said Xiotech Vice President of Marketing Mike Hoch. "We’ve been very pleased to work with a skilled, proactive group of channel partners who understand and can sell the true value our technologies bring to today’s data storage environments: 100 percent usable capacity, no drop in performance as drives are utilized, more performance with less hardware and significantly reduced operational costs."

Xiotech currently has more than 100 active partners in its Xcel Channel Partner Program with the majority of those joining since the Xcel program’s launch. The program is designed to make partners an integral aspect of the Xiotech sales strategy, so they can more effectively sell Emprise storage solutions. Xiotech’s territory management sales model provides partners with the local field support they need to ramp their business and win deals. The program also provides margin protection, joint marketing, lead generation and advanced technical training.

Nth Generation, based in San Diego, has seen particularly strong success with Xiotech technology since becoming one of the first Xcel program channel partners. The company has integrated ISE into its solutions ecosystem, and every salesperson at the company has completed ISE sales training and achieved certification. As a result of these efforts, combined with Xiotech’s lead generation and technology support, Nth Generation now has the largest sales pipeline in the Xiotech channel partner community. The company also was recently included in the Xcel Program’s Circle of Excellence, with special distinction for Technical Excellence.

"The combination of ISE technology, a simple motivating reseller program and great all-around support from the entire Xiotech team has gotten our partnership off to a great start," said Nth Generation CEO Rich Baldwin. "We anticipate a successful 2009 in the data storage market with the solutions Xiotech brings to our portfolio." The Xcel Channel Partner Program Xcel offers several new advantages to storage channel partners. Most significantly, the program provides minimum margin guarantees and clear rules of engagement to protect reseller margins in highly competitive bidding situations.

Additionally, the new program includes a substantial opportunity registration discount, which rewards and recognizes the reseller that initiates new opportunities.