Reseller profile: Server Central: Surviving tragedy

Reseller profile: Server Central: Surviving tragedy

Keeping customer needs top of mind has helped Server Central overcome business challenges and market conditions. SPANDAS LUI reports.

Customer alignment

George and Hughes were determined to progress the business and preserve the legacy of Ertel. As an example, Server Central continues to perpetuate Ertel’s intentions to be a customer advocate first and foremost. “We make sure the customers are always first,” George said. “When dealing with vendors and distribution partners, we really reiterate with them so they know when we need something, it’s for our customers and it’s not because we think it’s the latest and greatest product.

“When customers come to us with problems, we make sure we are their advocates to product manufacturers and distributors so they don’t have to know every technical detail about the solution; that’s our job and we just have to make sure it works.”

Given customer relations are at the forefront of the business, it’s not surprising the integrator prides itself on its high customer retention rate.

“The key is there isn’t anything too small for us,” George said. “If it’s a small cable they can’t get anywhere else, we track down the source for it anywhere in the world.

“That mentality stretches to the largest server and storage infrastructures. We have the skills to handle the big things as well.”

Server Central’s sales revenue hit $2.56 million last year but it has ambitions to up that by almost half. Its strategy this year is to develop its managed services revenue supported by professional services as well as traditional systems integration.

“We don’t want to just leave the customer once the implementation work has been done, we want to stay on and assist them,” George said.

Company profile

  • Server Central was founded in 2003.

  • Its sales revenue for 2009 was $2.56 million.

  • The company has eight staff and 70 customers on-board.

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Tags enterpriseSun MircosystemsServer Central

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