A partner-centric model adopted by software developer Codec has led to former competitors becoming customers.
Since merging with RHE Infrastructure Services last year, business has tripled, says chief executive Alan Moore. RHEIS is a storage management services provider, offering data protection, storage management, high availability and support.
Under the partner-based model, companies like Gen-i and Datacom have become customers, where two years ago they were competitors. They sub-contract Codec to provide services to their customer base.
“We also partner with Dimension Data, Commvault, Symantec, Sun, Hitachi, Dell and half-a-dozen smaller ones,” Moore says. Codec is a platinum partner of Symantec, employing four of the five certified Symantec consultants in New Zealand.
Semantic at one time had its own services practice but disestablished it 18 months ago.
Moore says the partnership model can be cheaper and may provide a more accurate outcome for the user. “Codec does design and implementation while RHEIS does operations.”
The combined company has 33 staff. “We train our guys to be highly specialised. We become part of the project.
“This is a very sustainable model if you have enough vendor partners.”
Codec is currently working with some larger enterprise customers, helping with integration into the cloud.
Moore says mobility is also an issue around the hygiene factor. “You must be able to reach out to mobile devices, verifying that existing applications are okay for mobility.
“We’re becoming more specialised around off-the-shelf software and integration.”
A major issue for the company is training, along with retention of staff. “That’s become huge for us.”