Applications, systems and network management software vendor Concord Communications has targeted the channel to help it ramp up revenues in Australia for its eHealth suite of products.
Speaking at a reseller briefing last week, Concord's regional managing director, Darren Adams, delivered a timely reminder that value adding to core products is where resellers need to focus for present and future success.
Adams said that customers have spent a lot of money on hardware and software within their technology infrastructures and are now looking to maximise the efficiency and performance of that investment. He said delivering return on investment has now become a key element in the solution-selling process.
"Concord products are about proactive management of applications, systems and networks. These types of solutions have very tangible ROI benefits," Adams said.
"If you can improve uptime, there are very quantifiable improvements in applications, systems and network performance. That is, money. It gives people the ability to predict faults and outages and thus avoid them. That is, savings."
Adams claimed the convergence of technologies and the increasingly crucial nature of technology's role in business will see customers wanting to have the one tool to manage their applications, systems and networks.
"We may have competitors in each component of those three management solutions, but Concord [can] do all three," Adams said.
Concord is looking to partner with a variety of channel players and is offering pre-sales support and generous margins for resellers who want to add value to the kit they sell.
"We have OEM agreements and we have service-level agreements and we are willing to help demonstrate the benefits," Adams said. "Put us in front of your customers and we won't let you down."