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Recruitment drive for new partners to meet SME demand, Pam Napier appointed as new territory development manager

Winnersh, Berkshire, 19 November 2004 – Advanced Digital Information Corporation (Nasdaq: ADIC) has launched a new UK channel initiative, led by a newly-appointed territory development manager, to double the number of resellers selling its workgroup products to the small and medium enterprise (SME) market.

Pam Napier, who joins ADIC as territory development manager, will take responsibility for targeting, developing and managing ADIC’s growing network of ADIC Value Added Resellers (AVARs) and will assist all AVARs with the development of their SME business. Napier will report directly to Christo Conidaris, regional director for ADIC UK.

Napier joins ADIC from Overland Data, where she was responsible for developing new reseller contacts and maintaining existing distributor and reseller relationships. She has worked in sales for over ten years.

ADIC plans to double the number of AVARs dedicated to its workgroup products within the next year. Further channel appointments are planned to support this rate of growth.

New AVARs will benefit from ADIC’s channel programme which includes increased margin opportunities, sales and marketing support, use of demo facilities and free training which can be on- or off-site.

Over 99 per cent of the 3.8 million businesses in the UK can be classed as SMEs, with fewer than 50 employees .
Pam Napier said: “Recent advances in storage technology offer small businesses the scope to implement more sophisticated backup and disaster recovery strategies, opening up a huge opportunity for ADIC’s

workgroup products in the SME market. For example, our support for iSCSI allows servers to connect to a backup library over a standard Ethernet LAN, meaning that small businesses can now build a Storage Area Network using their existing network infrastructure and networking skills.”

“ADIC is working with a strong distributor base, InTechnology and Hammer, and I am looking forward to working with these distributors and to contributing to the success of ADIC’s small business base,” Napier added.
Christo Conidaris, regional director for ADIC UK said: “This channel expansion is in line with an increase in demand we’re seeing from SMEs for our products and services. We’re keen to maintain our lead in this market and see our AVAR relationships as key contributors to our success. We will of course continue to grow and develop our blue-chip client base, while making it easier for more and more SMEs to work with ADIC.”
Note for editors:
ADIC’s Workgroup Products
ADIC Scalar 24 Tape Library
The ADIC Scalar 24 is a compact, two-drive tape library, combining enterprise-class features and performance with entry-level affordability and ease of use. Supporting SDLT or LTO tape formats, the ADIC Scalar 24 is ideal for ideal for unattended workgroup backup and restore, and also offers iSCSI or Fibre Channel (FC) storage networking connectivity options for enterprise backup consolidation.
ADIC FastStor
The ADIC FastStor DLT tape storage system is a seven-tape, random access data storage device designed as an alternative to single, external standalone tape drives. FastStor provides better backup and file recovery than standalone drives for distributed network environments, including small offices, remote installations, separate LANs or workgroups. It is also an ideal automated storage solution for any large single application server.

About ADIC
Advanced Digital Information Corporation (NASDAQ: ADIC) is a leading provider of Intelligent Storage™ solutions to the open systems marketplace. ADIC is the world’s largest supplier of automated tape systems using the drive technologies most often employed for backing up open system, client-server networks.* The Company’s data management software, storage networking appliances, and disk-based backup and restore solutions provide IT managers innovative tools for storing, managing and protecting their most valuable digital assets in a variety of disk and tape environments. ADIC storage products are available through a worldwide sales force and a global network of resellers and OEMs, including Cray, Dell, EMC, Fujitsu-Siemens, HP, IBM and Sun. Further information about ADIC is available at

*Market Share: Gartner Dataquest, Tape Automation Systems Market Shares, 2003, F. Yale, April 2004. ADIC, Pathlight, StorNext, and Scalar are registered trademarks, and Intelligent Storage is a trademark of Advanced Digital Information Corporation. All other trade or service marks mentioned in this document should be considered the property of their respective

For more information please contact:
Hazel Butters/Fiona Blamey
Prompt PR
+44 (0)20 8996 1652

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