The move from box-dropping simple point products, to offering complete solutions in the area of security and storage is providing resellers with new opportunities to grow their businesses in an increasingly competitive IT environment.
Ahead of the pack, Comztek has taken cognisance of the need to add greater value to the solutions that the channel offers its customers.
Nadine Barnard, Comztek`s storage and security business unit manager, says her division not only covers the security and storage aspect of IT but also data backup and power.
"We concentrate our efforts in enabling resellers to provide more than `just anti-virus` or `just storage` products to complete disaster recovery solutions that are comprised of complementary technologies."
Many smaller resellers have traditionally concentrated on providing solutions in one or two areas to the exclusion of the rest. But, in an IT environment where the trend for distribution is to move online and where more and more players are entering the reseller arena, the competition has become far fiercer. "It, therefore, makes little sense to miss an opportunity to up-sell," she says.
For example, a customer may approach a reseller for a simple anti-virus product. However, he may not be aware that, in addition to protecting his data from the threat of viruses, trojans and malware, he may also require a strategy for backing up his data; for storing and archiving it; and for an uninterrupted power supply or power management solution in the event of a power-related disaster.
"Instead of forcing the customer to approach several different resellers for each product, a single reseller should be able to supply all four solutions in a comprehensive and cohesive offering that benefits the customer in terms of service and value, as well as the reseller in terms of creating a richer opportunity to sell solutions.
"In order to drive this move away from box-dropping, Comztek is working closely with its reseller channel, providing critical elements such as training, incentives and other support designed to enable them to meet the total IT needs of their customers. By changing the way in which we, as a distributor, do business, we are able to help resellers change the way in which they in turn see their customers.
"The secret to success in today`s IT market is to not only find new opportunities, but also to grow the opportunities that are already there. By helping our resellers to expand their skill sets and product offerings, we offer them the means to build their businesses while at the same time provide solutions that bring value to their customers," Barnard concludes.
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