One of the latest Australian reseller recruits to the Gateway partners program has marked its entry in the best possible way, with an order for 100 systems.
Grahame Flynn, managing director of Sydney-based system integrator Business Services and Resources (BSR) revealed that the company is in the process of rolling out an IT refurbishment project that includes migration from non-Y2K compliant software and hardware as well as an upgrade to the network.
"Gateway had to prove to our client that they were a worthy tier-one supplier of hardware," Flynn said. "so we took our client's IT people to Gateway's site at North Ryde, and a tour of their plant allayed any doubts."
"This has now allowed our people to focus on the needs of the client and the project, while Gateway became responsible for configuration and installation of the desktops," he added.
Flynn described BSR as an example of the emerging new reseller business model, different from the legacy model of supplying desktops. Its customers are typically at the high end of the small-to-medium enterprise sector, and projects include establishing new computer facilities through to network overhauls.
"I would rather my salespeople concentrate on the customer's business needs for which the project and the associated services we provide will meet," he said.
While BSR also deals with Compaq, IBM and Hewlett-Packard, Flynn explained that the arrangement with Gateway is perfect for clients who don't have a policy of choosing these brands for their hardware.
"We considered Dell but found very little cooperation, and they did not seem to understand how to work with the channel. The Gateway solution works better," Flynn said.