Specialist IT distributor, DPSA, has launched a new program to help IT resellers find and grow opportunities for datacentre and server room physical infrastructure solutions.
The reviews are designed for customers with energy efficiency concerns, those looking to relocate or upgrade their facilities, and those needing to re-assess their on-site infrastructure following, or in preparation for, a move to the Cloud.
DPSA CEO, Jacques Tesson, said the new program opened up new business for resellers, helping them identify opportunities that wouldn’t otherwise be discovered.
“We are always looking for new ways to add value for our reseller partners and to help them uncover incremental business. With this program, resellers have the opportunity to provide a free infrastructure review to their clients with minimal time input and without the need for specialist in-house skills. In the pilot program we found that in more than 90 per cent of cases, an infrastructure review resulted in at least $20,000 worth of business for the reseller with that client,” he said.
DPSA undertakes the site visit and collects various data points via the app-based review tool. Many resellers like to do the site review as a joint visit with DPSA to help strengthen their relationship with the client, but it isn’t a necessity for them to be there if time is a constraint.
Following the visit, DPSA produces a recommendation report for the client based on the data collected. This report has the reseller partner’s logo and contact details on it and is followed up by a quote for product and service solutions to address any physical infrastructure issues identified during the review process.
DPSA is promoting the free reviews to end-users and generating leads that will be directed to reseller partners signed up to the program. To be eligible for leads, resellers need to be a DPSA reseller partner and undertake a minimum of three reviews with their clients per quarter.
“The beauty of this program is that it enables resellers to provide a valuable service to their clients by helping them identify current issues or potential problems, while at the same time generating business for themselves. The results of the pilot were even better than we expected and we’re really excited about launching this more broadly to the market,” Tesson said. “The longer term goal for the program is to train selected partners in undertaking the reviews themselves and making the new Data Centre Review app for iPad available to those trained partners.”
Resellers can sign-up to the program at: http://www.dpsa.com.au/dcreview.