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Panasas Celebrates 2016 Channel Momentum

panasasToday Panasas announced its Panasas Accelerate Partner Program has grown significantly since it was first introduced in February 2015.

Panasas paved the way for us to broaden our Genomic Exchange Community initiatives in Canada. The company’s high-performance storage solution perfectly addresses the challenges bioinformatics faces due to the deluge of big data in life-sciences research,” said Jeffrey Seitz, vice president at D-MARK Biosciences. “We look forward to continuing our successful partnership with Panasas in the new year and expanding our geXc initiative in the U.S. and Canada.”

According to Panasas, the Accelerate program achieved the following milestones:

  • Doubled year-over-year to now feature more than 130 partners
  • Grew channel mix from 60 percent in 2014 to 79 percent in 2016
  • Saw the biggest gains in the federal, manufacturing, and media and entertainment vertical market segments
  • Saw top partner TVAR grow its federal bookings by 300 percent since 2014

One of the most inspired resellers of the year was D-MARK Biosciences, a Canadian-based genomics-focused biotechnology company that joined the Accelerate program in December 2015. D-MARK conducted four genomics community seminars this year that attracted more than 1,000 genomics storage users to events in Saskatoon, Edmonton, Vancouver and Toronto. Based on this year’s success, D-MARK is expanding its community seminars across Canada and has already started Genomic Exchange Community (geXc) events in the United States. The first U.S.-based event was held in December 2016 at the Scripps Research Institute in San Diego. The next U.S. event is scheduled to take place at the Broad Institute in Boston in 2017.

“Panasas is an extremely loyal IT manufacturer with a clear understanding of channel margin requirements and good field representation into the end users,” said Dave Saunders, president and chief executive officer of TVAR Solutions. “What’s more, they have clearly defined product differentiators, quid-pro-quo opportunity identification and sales cultivation. Also, they haven’t opened the floodgates to resellers, keeping only a few in each market.”

“I think one of the things that resellers like about us is that we never take a reseller deal directly. As a channel-first company, we always drive as much business through channel as our customers allow,” said Philip Crocker, senior director of channel marketing and sales enablement at Panasas. “In addition, we have a high-quality yet low-certification entry cost to the program. We also allow 24 x 7 x 365 access to field sales engineers, are highly responsive to partners and have zero sales friction. Specifically, the Accelerate program is compensation-neutral for our sales representatives and distributors.”

In April, the company announced it had broadened its distributor relationship with Ingram Micro, a Fortune 100 company with global revenues of $43 billion. The engagement enables Ingram Micro to distribute Panasas ActiveStor solutions through its massive network of channel partners across the U.S., ultimately expanding Panasas’ reach and bringing greater visibility and responsiveness to its Accelerate Partner Program.

“Secure storage and data management go hand-in-hand and remain a growing opportunity for channel partners serving the IT needs of small to large enterprises,” said Holly Garcia, executive director, Advanced Solutions, Ingram Micro. “With the Panasas ActiveStor product line, channel partners are able to serve the rapidly emerging performance storage needs of commercial workflows such as precision medicine, computer-aided engineering, media rendering and other previously storage-constrained use cases. Our engagement has resulted in a record-setting year for Panasas, and we look forward to building on that success in 2017.”

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