Partner SucceSS

Sorin Information technologyPartner Brings Backup exec to the Korean Market

A Korean proverb tells us, “Two palms have to meet to clap.” That philoso-phy—that two parties working together can make things happen—applies to Symantec Gold Partner Sorin Information Technology, based in Seoul, South Korea.

Sorin Information Technology has been a Symantec Backup Exec™ reseller since 2006 and a Backup Exec independent service provider (ISP) since 2008, in ad-dition to reselling a small amount of Backup Exec System Recovery, Symantec™ Endpoint Protection, and Enterprise Vault™. The company has enthusiasti-cally supported Backup Exec, and knew Symantec put extensive technical re-sources behind the product, but from its unique perspective Sorin Information Technology saw a gap that hindered its sales: “In the Korean market, the knowl-edge base for Backup Exec was very weak,” recalls Mr. Yoon Joo-Byeong, a staff salesperson at Sorin Information Technology.

So the company provided a hand that made the information available to its customers: “We went online and built a knowledge base in the Korean language to spread the advantages of the product,” Mr. Yoon explains.

FrOM HarDWare tO SOLutIOnS

Building an online Backup Exec knowledge base in Korean is just one example of the efforts Sorin Information Technology makes to serve its customers. In fact, the company has evolved over the years in response to its customers’ needs, and the needs of the overall Korean marketplace.

Begun in 1994 as a Compaq ISP, Sorin Information Technology now handles computer hardware from HP and IBM as well as Novell networking equipment. Its 120 customers are mostly small and medium-sized manufacturers, though it also has larger, enterprise clients and customers in the legal and IT services fields.

Partner PrOFILe

Website: www.sorin.co.kr

Headquarters: Seoul, Korea

Geographic area Served: Seoul, Gyeonggi-do

Serves company Size: Small Business

Status: Gold Partner

Symantec Solution Focus: Endpoint Security, Archiving, Data Protection, Disaster Recovery

“When a company has

a partnership with

Symantec, it has the

advantage of integration

for security, availability,

and backup.”

Mr. Yoon Joo-Byeong

Staff Salesperson

Sorin Information Technology

Partner SucceSS SOrIn InFOrMatIOn tecHnOLOGY

Sorin information Technology moved away from being strictly a hardware reseller when it added Symantec Backup Exec to its portfo-lio. Since then it has repositioned itself as a solutions vendor to expand its sales do-main.

It began carrying Backup Exec because the product met its customers’ particular re-quirements. “Our clients are very well aware of the importance of a backup system,” Mr. Yoon says. “But what it boils down to is this: our clients are looking for a solution that is easy, fast, and cost-effective. That’s the value we’re trying to deliver. We are promot-ing Backup Exec as a product exactly to meet their demands: easy, fast, and cost- effective.”

Dramatic sales growth

In 2008 Sorin Information Technology added distribution of Backup Exec (in addition to reselling the software) to its offerings by becoming an independent service provider. The company knew the Korean market, and knew the competing backup solutions, and picked what it saw as the best solution. “We felt Backup Exec deserved more share of the market,” Mr. Yoon says. “Once we became an independent service provider, we were confi-dent we could increase the market share much higher.”

And Sorin Information Technology was ex-actly right: since becoming a Backup Exec independent service provider, the company’s sales volume for Symantec solutions has grown by a factor of five. The company plans to expand its market further by achieving Small and Medium-sized Business (SMB) specialization, which will provide Symantec tools, personnel, and resources to drive sales; make available increased technical support options; and provide Sorin Information Technology—and its customers—with even greater value from its Symantec solutions.

Importance of integration

Through several years of collaboration and tremendous growth, Sorin Information Technology has found Symantec to be an able partner. The company has been particu-larly impressed with Symantec technical

support. “Symantec has a large pool of talent and resources,” Mr. Yoon says. “So whenever we have a technical problem, we can get help quickly. And because of this strong pool of resources, our clients tend to rely upon Symantec products.”

SOrIn InFOrMatIOn tecHnOLOGY SucceSS SuMMarY:

Specializations

• Small and Medium Business

Key Industries

• Financial

• Insurance

• Real Estate

• Manufacturing

Services Provided

• IT Consulting

• Management Consulting

• Operations Management

Symantec Products Offered

• Symantec AntiVirus™ Corporate Edition

• Symantec Backup Exec™ for Windows® Servers

• Symantec Backup Exec™ for Windows® Small Business Server

• Symantec Backup Exec™ System Recovery Server Edition

• Symantec™ Endpoint Protection

• Symantec Enterprise Vault™

Symantec Services Offered

• Essential Support

technical accreditations

• STS Symantec Backup Exec 12 for Windows Servers (1 held)

• STS Symantec Backup Exec System Recovery 6.5 (1 held)

• STS Symantec Endpoint Protection 11 (2 held)

• STS Symantec Enterprise Vault 2007 (5 held)

• STS Symantec Enterprise Vault 7 (4 held)

• STS Symantec Enterprise Vault 8.0 for Exchange (4 held)

• STS Veritas NetBackup 6 for Windows (1 held)

• STS Veritas NetBackup 6.5 for Unix (1 held)

• STS Veritas NetBackup 6.5 for Windows (1 held)

For more information on Sorin Information Technology and other success stories, please go to www.symantec.com/customersuccess.

And because his customers are interested in solutions that are easy, fast, and cost-effec-tive, when they deploy one Symantec prod-uct, Mr. Yoon believes they’re more likely to deploy others as well. “Symantec offers a number of different products in an integrated form,” he explains, “and this unity of prod-ucts is a selling point to our customers.” To respond to this opportunity, Sorin Informa-tion Technology is adding engineers to its staff who are skilled in Backup Exec System Recovery, Symantec Endpoint Protection, and Enterprise Vault.

Symantec’s integrated solutions are also a selling point for technology vendors such as Sorin Information Technology and the com-panies to which it distributes Symantec software. “Symantec is a company which of-fers security and availability and backup so-lutions in an integrated form, instead of be-ing just a one-solution company,” Mr. Yoon says. “When a company has a partnership with Symantec, it has the advantage of inte-gration for security, availability, and backup. That’s a recommendation I make to prospec-tive Symantec partners.”

That partnership—and that recommenda-tion—carries weight because respectful, harmonious cooperation is important in Korean business culture. Indeed, there’s an-other Korean proverb that can be applied to the successful path that Symantec and Sorin Information Technology have taken together:

“A good friend makes the journey short.”

Copyright © 2009 Symantec Corporation. All rights reserved. Symantec, the Symantec logo, Enterprise Vault, and Backup Exec are all trademarks or registered trademarks of Symantec Corporation or its affiliates in the United States and other countries. Other names may be trademarks of their respective owners. Symantec Document #: 20855024

Partner SucceSS SOrIn InFOrMatIOn tecHnOLOGY

“Our clients are looking for a

solution that is easy, fast, and

cost-effective. That’s the value

we’re trying to deliver. We are

promoting Backup Exec as a product

exactly to meet their demands.”

Mr. Yoon Joo-Byeong

Staff Salesperson

Sorin Information Technology