There is little doubt that network integrators are under pressure as margins fall, but a solution could be partnering with a technical specialist. One company more than willing to team with resellers is Brisbane-based NetspeaX.
The company was set up to repair Ethernet hardware. It has wide experience of repairing equipment from manufacturers such as 3Com, Xyplex, Emulex, Cisco, Xylogics, Allied Telesyn and Cabletron. While most business has come from repairing hubs and routers down to the chip level, NetspeaX has also done work on repairing servers.
"We have been involved in bidding for new business with network resellers as the technical support operation of the reseller," said Patrick Donnelly, operations manager of NetspeaX. "We see a lot of resellers lacking technical expertise," Donnelly said. "We can team with these companies because we are not in the business of selling the hardware."
According to Donnelly, the key to NetspeaX's success has been its ability to attract and hold a small but dedicated team of excellent diagnostic technicians.
Major clients for the company include major systems integrators such as Unisys, Wang, Fujitsu and Memorex Telex.