Tech Pacific is pumping additional resources into its enterprise business as it looks to double that portion of its business.
Stuart Ellis was lured back into the fold as enterprise business manager in March 2003. Earlier this year, he rebranded its Enterprise Technology Group (ETG) as Enterprise Technology Services (ETS).
Ellis said ETS had now established a sales presence in every state with pre-sales, business development and professional services support available from the distributor’s Sydney head office.
Further staff would be added to build the division’s technological, marketing and procedural capabilities.
“We have a huge operational engine at Tech Pacific," Ellis said. "The challenge for ETS is to apply the slick processes around providing buying processes, logistics and providing quotes or configurations to complex technologies. People tend to judge you on the more simplistic things.”
ETS concentrates its efforts around the products of three vendors – IBM, HP and f5. This includes Unix and Linux server technologies, the complete storage portfolios of IBM and HP, middleware, storage management software and f5’s security and load balancing products.
“We have tweaked our portfolio of technology to a more solutions-based approach,” Ellis said. “It’s about having a holistic view across vendors and technologies.”
The perception of Tech Pacific as a broad-based only distributor was still the biggest obstacle to overcome in building the ETS business, Ellis said.
“It is a challenge to sell Tech Pacific as a value-add because we are stereotyped as a volume distributor,” he said. “We make no apologies for that because it’s the core strength of our business.
“However, there are market segments that we need to address and Tech Pac as a company is building up divisions in areas like networking, software licensing and retail in order to do that.”
For more on this story, see this week’s edition of ARN.