Tech Pacific has wooed back former long-time employee, Stuart Ellis, to head up its new Enterprise Technology Group (ETG).
Unveiling its enterprise strategy last week, the broadline distributor revealed it was aiming to double the revenue it gets from its specialised value-distribution business.
Ellis returned to Tech Pacific in March and has been setting up the new ETG division, which will initially cover server systems, storage, load balancing, networking, licensing and security.
He left Tech Pac in 1999 after looking after value business, including its Unix-focused unit, for 10 years.
Ellis then spent four years in “directorship” roles at resellers including Computer Logistics. He had been brought back to “streamline and remarket” Tech Pac’s specialised skills to its reseller customer base, sales director, John Walters, said. This would include providing resellers with support for sales, pre-sales technical consulting, professional services, logistics, business development and configuration services.
The ETG strategy aimed to boost Tech Pac’s value-based revenue to about 30 per cent, Walters said.
Volume business currently accounted for about 85 per cent of revenues, he said, with 15 per cent from the value side.
There was no time frame for achieving this shift, Ellis said. The strategy was “still in start-up mode”.
The push for higher value business was succeeding in the distributor’s networking division, Walters said.
He claimed it represented about 10 per cent of Tech Pac’s business.
“The ETG product and services portfolio is a vehicle for our clients to provide enterprise technologies to their customer base with less overhead,” Walters said. “It dovetails nicely to our Australia Wide SMB and Regional strategy and provides vendor engagement to a much wider national audience.”
Tech Pac had invested about $200,000 in further technical training for its sales staff, and changed sales compensation plans to encourage their support for its focus on complex enterprise sales, Walters said. “We’re actively recruiting business development managers to focus on the ETG space internally and also a very small number to focus outside where we don’t have the skillset,” he said.
Direct lines to pre-sales tech support are already in place. Tech Pac business development managers will support reseller sales and provide program assistance.
The distributor has 10 specialised pre-sales staff for its server/storage and networking Assist divisions.
Tech Pac had increased the staff numbers and responsiveness of its network assist team, and was also bolstering the licensing assist team, Walters said.
“We’re beta testing a web solution at the moment,” he said.
While the ETG focus was initially concentrating on existing product sets and vendors, Ellis said he would also be looking to add new vendors in the future.