Looking to enhance its profile as a value-add player, Alstom IT has announced a raft of new services for resellers.
The distributor will shortly roll out a new co-op fund aimed at easing access to its marketing development funding. It has also unveiled an Alstom Access Club program to educate resellers on server-based computing solution selling.
The initiatives follow the announcement of a software annuity partner portal in March.
Marketing manager, Paul Sadler, said all were attempts at reasserting Alstom's position as a value-added distributor.
"Everything we are doing is about making sure we compete on value," he said. "You really can't go up against Ingram on box dropping and expect to win."
Alstom's managing director, Laurie Sellers,said the services would help continue a significant increase in volumes and revenues the company had experienced since completing a local management buyout back in October.
"We have achieved 50 per cent higher growth than we budgeted for despite setting optimistic targets," he said. "That includes a lot of refresh sales, but security and storage have also seen tremendous growth."
Although the distributor reaps more than 80 per cent of its revenues through software vendors, Sellers said it was looking forward to future growth from its hardware relationship with Sun Microsystems.
"We see Sun's volume products as an untapped market and are probably our biggest single opportunity for growth," Sellers said. "Its alliance with Microsoft means it can better compete with companies like Dell, IBM and HP.
"We have also noticed that Citrix thin-client device sales are far in excess of what they were a few years ago."
The distributor has also stepped up activities around its managed services offering, according to intY product manager, Jim McKinlay.
"We are in the middle of a national road show and are looking at further developing the product's capabilities," he said. "We are looking at releasing a module based on project management which delivers work orders via a mobile phone and one which allows users to access their intranet and its services also via mobile phone."
Sellers said the relationship with Sun and the expansion into managed services had introduced 100 new resellers to its stable.
"When we stopped distributing PC brands we lost some of those resellers, but with these products they have become available to us again," he said.