StorageTek has overhauled its business model to focus on professional services.
The company has divided its services business into five practices - implementation and education services; data centre services; storage assessment services; business continuity and disaster recovery services; and remote managed services.
A/NZ managing director, Philip Belcher, said the move was indicative that services were no longer an adjunct to hardware sales.
"As the complexity of a storage environment keeps increasing, people are finding more and more that they need assistance and services to help them," he said.
"With this realignment we are saying that we have sharpened and formalised our services and are now taking them to market more aggressively."
The services business now accounted for 45 per cent of StorageTek's overall revenues, Belcher said, with professional services accounting for 10 per cent of that.
With the realignment, the company hoped to grow the segment to at least 15 per cent in the short term, he said.
Belcher said the change would give its channel partners the ability to resell an additional services offering.
"In a lot of instances the channel already provides strong services to their customers," he said. "However, in some instances they need the back-end support of the OEM or an organisation which is absolutely focused on storage, like we are."
The new storage assessment service was of particular note, Belcher said, as it provided a way for partners to talk to customers about their storage environment.
"It is really important for organisations to understand what hardware they have, what its utilisation is and where they can capitalise on expenditures they have already made," he said. "The cost savings on consolidating existing storage can be anything up to 50 per cent."