HDS Reorganization Raises Channel Profile

The reorganization, which creates the new Global Channels and Marketing division, comes a few weeks before the company's expected Sept. 7 launch of its new enterprise-class Lightning array and about a month before an expected refresh of its Thunder family of modular arrays.

The new division is being run by Scott Genereux, a 15-year HDS veteran who was just promoted to senior vice president from his former role as vice president of global marketing.

Mark Teter, CTO of Advanced Systems Group, a Denver-based partner of both HDS and Sun Microsystems, called the promotion exciting news. "It tickles me pink," he said.

Teter said Advanced Systems Group's sales of HDS products, both via HDS and its reseller arrangement with Sun, have been growing steadily. "They have good technology," he said. "And, especially with Scott [Genereux], their focus on the channel has paid off."

Genereux now reports directly to Dave Roberson, president and COO of the company. Genereux also now has a seat on the company's executive committee.

Genereux's promotion came as a result of Roberson's desire to elevate the position of the channel at HDS, Genereux said.

The reorganization is the latest move in HDS' recognition of the importance of the channel only four or five years after the company exited the mainframe server business to focus on storage, Genereux said. "Partners are asking for the next step, which is how can they do more business with us," he said. "We are really focused on this next step."

Genereux would not specify how much of HDS' business goes through the channels, which includes solution providers as well as reseller deals with Sun Microsystems, Gateway, SGI, and a number of Asian vendors. However, he said, Roberson has publicly stated a desire to see a 50-50 split between direct and indirect sales. "That's something we're focused on internally," he said.