Leading specialist technology distributor, SCH Distribution, has called on IT resellers to continue embracing a more collaborative approach to business as the industry adopts new models, in a bid to remain profitable in a rapidly changing and increasingly competitive marketplace.
Recognising that concern over falling revenues and a sector-wide squeeze on profitability has motivated many companies to explore a partnership-based approach to market, SCH Distribution believes that resellers must continue working more closely with distributors and expert technology enablers in order to continue delivering profit-making, best of breed services and solutions to customers.
"There have been a lot of drivers pushing for change. Resellers are finding customers putting greater pressure on them to make better use and get more out of their existing IT, while at the same time responding to the increasing customer demands for virtualisation solutions and energy efficient IT." said Sean Fane, Managing Director, IQ-Sys.
As the technology industry continues to mature, the complexity and range of platform options available is making it increasingly difficult to profit from standalone propositions. Profitability is the main challenge and increasingly resellers are tackling the problem by working with partners who can provide them with the enhanced scale and expertise they need.
SCH Distribution currently works with, for and as a number of IT resellers, providing specialist expertise, competencies and logistics, particularly around desktop and server virtualisation solutions. The group can combine best of breed vendor relationships - not just across hardware platforms including IBM, HP, Fujitsu and Sun, but market leading positions with Citrix and VMware - to help resellers grow market share.
"Supporting partners on major projects and working with them to provide delivery is just the beginning. Increasingly, we are working in partnership with our resellers to provide pre and post sales support, marketing and vendor enablement.” added Sean.
Over 90% of the UK's servers are not yet virtualised and over the next three to five years the majority of customers will not only refresh but look to optimise their IT infrastructure. This means a massive opportunity for those resellers who embrace partnership and collaboration to accelerate their ability to deliver solutions.
As the UK's leading VIP Enterprise Distributor, they have over 25 years experience of server-based computing and networking solutions.
Iain S Bruce iain@revolver-pr.co.uk 0845 130 8992
