With its place in the Compaq distribution pecking order cemented, Express Data (ED) will next month embark on a differentiation tack that will see the national distributor offer Compaq server-based services solutions to its resellers.
While service package offerings are nothing new for ED, the distributor has been bundling network service packs and multivendor support for some time, the Compaq services strategy will expose ED and its resellers to potentially more lucrative business.
According to Ross Cochrane, Express Data's managing director, the timing of this announcement is appropriate given that Compaq is striving to consolidate its channel infrastructure. And he expects the new troop of Compaq distributors will play a critical role in that process.
"The market is showing us that a lot of resellers don't want to become integrators," Cochrane claimed.
"Many of them would struggle to justify investing in the right mix of skills and resources to provide customers with integrated hardware, software and application solutions."
He said resellers could profit from follow-up support opportunities by combining ED's configured server-based services with their own value-ad options.
"Previously many resellers have allowed the customer to do the integration work themselves, however with the current push by resellers to provide services many are running out of bandwidth and resources," Cochrane said