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Xiotech Announces New Channel Partner Program With Greater Opportunity for Resellers

EDEN PRAIRIE, Minn., March 6 /PRNewswire/ -- Xiotech Corporation today announced that it has launched a new three-tier channel partner program designed to attract best-in-class resellers and support the company's aggressive growth plans. With the new program Xiotech has added a new Elite partner level, in addition to its Premier and Preferred partner levels. Elite partners will have specific storage virtualization and VMware expertise. Elite, Premier and Preferred partners all will become an extension of the Xiotech(R) sales force, and will receive several new advantages including increased margin protection, improved lead generation processes and enhanced communications and training.

EDEN PRAIRIE, Minn., March 6 /PRNewswire/ — Xiotech Corporation today announced that it has launched a new three-tier channel partner program designed to attract best-in-class resellers and support the company's aggressive growth plans. With the new program Xiotech has added a new Elite partner level, in addition to its Premier and Preferred partner levels. Elite partners will have specific storage virtualization and VMware expertise. Elite, Premier and Preferred partners all will become an extension of the Xiotech(R) sales force, and will receive several new advantages including increased margin protection, improved lead generation processes and enhanced communications and training.

Xiotech also announced that Mike Gluck has joined the company as vice president, channel development. He will lead the new channel development strategy and will report to Casey Powell, Xiotech president and chief executive officer.

"We're investing heavily in our storage business and recently announced several new features with the Magnitude 3D(R) 4000 storage system, as well as our plans to develop new game-changing technology from our Seagate acquisition," said Powell. "We expect significant growth opportunities with the new technology, and a best-in-class channel program developed by Mike Gluck will help us capture market opportunities faster and more effectively."

Xiotech's new partner levels are tiered by the partner's number of Xiotech certified systems engineers, sales representatives and revenue achievement. In addition, Elite partners will have a significant focus on virtualization, including VMware technology, ensuring these partners can leverage the latest Magnitude 3D 4000 features, which offer unique benefits in these environments.

The new program offers several new advantages for Xiotech storage channel partners. Most significantly, the program provides minimum margin guarantees to the reseller, which ensures a reseller's margin is protected in a highly competitive bidding situation. Additionally, the new program includes a registration capability, which rewards and recognizes a reseller that initiates a new opportunity.

The new program, which Xiotech dubbed XCEL, includes a significant focus on a "direct assist" territory management model with clear rules of engagement to support the channel, so reseller partners and Xiotech's direct sales teams will have mutual trust and can work toward the optimal success for both parties. Xiotech will focus primarily on those customers that prefer to buy directly from the manufacturer and will use reseller partners where customers prefer to buy from VARs and integrators that offer complimentary products and services. Xiotech's local presence will be extremely beneficial to its reseller partners in this direct assist model. Also, the opportunity registration feature of the new XCEL program will minimize channel conflict.

Mike Gluck has more than 35 years of experience in the computer and data storage industry. Prior to joining Xiotech, Gluck was an independent consultant and partner with IN-fusion, a leading business accelerator company focused on the network storage industry. Previously, he was a co-founder of Chaparral Network Storage, which was eventually acquired by Dot Hill. Before Chaparral, he was vice president of Fujitsu Computer Products of America Storage Group which grew fifteen-fold to more than $500 million in his 12-year tenure.

About Xiotech

Xiotech is a leading provider of data storage and business continuity solutions to midsized organizations. Xiotech's easy-to-use, reliable and adaptable data storage and data protection solutions minimize risk, maximize value and provide organizations with a low total cost of ownership. Xiotech's Magnitude(R) line of midrange storage solutions includes scalable and easy-to-use Fibre Channel and iSCSI-based systems and a comprehensive set of data protection solutions. Xiotech is based in Eden Prairie, Minn., and maintains major facilities in Colorado Springs, Colo.; Norwich, Ct.; Vancouver, Wash.; and Hyderabad, India. For more information, visit http://www.xiotech.com, email info@xiotech.com or call toll free 1.866.472.6764.

SOURCE Xiotech Corporation

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