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Waltham, Mass. - Tandberg Data Inc. is introducing its next-generation tape technology, and in the process, the company is shifting focus from OEM customers to resellers.
"The best way to leverage {new technology} is to have demand from resellers," said Richard Severa, vice president of marketing. "The channel is significant for all types of technology evolution."
In the past, Tandberg Data has focused on developing its channel strategy, with its reseller business growing by 350 percent since that time, Severa said.
And as the company develops its channel business, its distribution is split evenly between OEMs and VARs,...