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APC places stronger emphasis on software and services

APC places stronger emphasis on software and services

The datacentre vendor plans to boost its software headcount and looks to introduce a global partner program

Datacentre vendor, APC, is shifting its focus further into software and services as it ramps up its product offering and support in that arena.

The vendor is looking to boost its software team locally and provide software and services support for its reseller base, APC Pacific vice-president, Gordon Makyrllos, said.

“Locally and globally we’re making a major investment in staff,” Makryllos said. “We’re migrating from a just a hardware company to a more software and services company, with and through our channel partners.”

The vendor is seeking to work with 10 channel partners across A/NZ to train and skill-up in the datacentre information management space, which part of its global software monitoring and measurement focus. The software can also be used across non-APC systems.

Makryllos said with the rising cost of energy in Australia, companies need to be more aware of how much energy was being consumed.

“There’s a big demand for managing and monitoring energy use, better reporting of alarms and systems, and managing the green issue of datacentres,” he said. “We are getting more customers wanting to understand their carbon footprint and energy, and they want to put plans in place to improve that.”

Vice-president of enterprise management and software, Soeren Jensen, highlighted consulting, licensing, service and support as key revenue streams for partners.

The vendor is also rolling out a global program, but details on the criteria partners are required to meet, are still being sorted out.

“We’ve put some pretty high standards in place where we require pre-sales, post-sales and certifications. There will be annual follow ups, account management and support from our side to help back partners,” he said.

“We’re not just relying on partners to get us revenue, but we’re investing in their success with putting people on the ground to support them.”

Jensen said the datacentre information management space was an emerging category that was gaining more momentum in mature markets like Australia.

“We believe we have the services and software that can optimise the energy, total cost of ownership, reduce human error, streamline workflows, manage workloads and provide management capability in one holistic system,” Jensen said.


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