NSI Recruiting National, Regional VARs

NSI Software

The program now has two tiers, said Bob Guilbert, vice president of marketing and business development for Hoboken-based company. Solution providers that commit to a minimum annual revenue level of $100,000 to $200,000 for software, training and services will be provided with a set of Web-based tools and resources for marketing support. Those that commit to annual sales of $500,000 and up will have access to improved face-to-face support from the company, he said.

Currently, 80 percent of NSI's data-protection and high-availability software and services are sold through indirect sales channels, 15 percent are sold direct and 5 percent are sold through OEMs, Guilbert said. Customers vary from large enterprises to small, five-server infrastructures, and NSI's professional services can be resold or performed by solution providers, he added.

Rich Baldwin, president of Nth Generation Computing, a San Diego-based solution provider that just signed on with NSI as a Gold-level partner, said he found the company's Double-Take software to be simple, straightforward and well-priced.

"We have customers where we give a presentation, show the demo and then load a copy to show its replication capabilities," Baldwin said. "Then they ask us, 'How much?' And when we answer, they say, 'That's it?' "

Baldwin is using Double-Take to replicate data from the office to his home over a T1 line. "We need to make sure that if we have a big problem at the office, we have a realtime copy elsewhere," he said.