Sydney-based services provider, The Missing Link, is opening an IBM Solutions Centre to showcase the vendor's Tivoli software.
Managing director, Alex Gambotto, said the centre was a place to educate clients, provide training sessions and implementation assistance for the Tivoli portfolio. It opens on November 20.
"We wanted to be in a position where we could bring clients here and demonstrate the effectiveness of the software before they purchase it," he said. "They are able to actually touch and feel the technology so they can feel more comfortable with making the decision to acquire the solution."
The centre includes a multi-vendor hardware platform environment. The Missing Link predominantly services customers with up to 1000 users.
"The beauty of multi-vendor hardware in our office is to demonstrate the software's capabilities on other hardware, not just IBM," Gambotto said. "You don't want clients thinking they can only buy the software if they have IBM hardware. You want them to be able to see the benefits on any kind of hardware."
He said partners that didn't have the skills to implement the Tivoli solution could bring their own clients to the centre.
"We will assist with the implementation and the demonstration but they will continue to keep the client as their own," Gambotto said.
"In the network integration space, it is very difficult to be a professional in every single area. Even though you are a competitor, sometimes it's good to partner with someone that has a lot more skill in an area, so you can keep the client happy."