Value-added reseller, mcr Computer Resources, is to ramp up its services offering on the back of recognition from Sun together with a steep rise in systems management and support revenues.
The Sydney-based company was Sun's services representative of the year for 2004 and recorded a 400 per cent increase in systems management and support services contracts.
With services now making up 45 per cent of mcr revenues, its services manager, Geoff Bowker, said the company was now looking to secure higher value-added services deals.
"There is a trend among hardware and application vendors to ramp up service offerings, so there are now more professional services opportunities out there than there have been previously," he said.
Traditional mcr business had centred on providing hardware platforms complete with installation and administration services, Bowker said.
The company would now look to provide a broader managed service offering, including complementary services such as network administration and security.
"From a business point of view it is a deliberate move away from the more commoditised offerings in order to differentiate us in the market," he said.
A more rational approach to the outsourcing trend within the marketplace also drove the new approach, Bowker said.
"People have a better understanding of the value you can get from outsourcing," he said. "It is not just a way of cutting staff costs but also of getting expertise in particular areas you could not otherwise justify."
To support the new direction, mcr appointed new personnel earlier this year, Bowker said, including himself as services manager and Margarite Boustani as sales manager.
She was charged with increasing coordination between sales and engineering staff and pre-sales to increase solution sales, he said.
In pursuing other sales opportunities, the company had also broadened its offering in order to be seen as a single point of contact for multi-vendor environments, Bowker said.
"Many customers have equipment from different vendors so we can now act as the contact point for all their support or optimisation needs," he said.
"We are also seeing some growth in end of Y2K lifecycle refreshes that we hope will trigger a services pull through."