Distributor Chillisoft has responded to reseller demand by offering specialist services that the channel can on-sell to customers.
The company has had requests from partners for assistance with installation, configuration, training and documentation. The distributor already provides phone and email support, along with webinars.
“We have historically been very cautious about competing with resellers, but we have found there has been interest in a higher level of services.
“Resellers develop a certain level of skills and we offer training around that, but your average reseller has to have a really broad range of capabilities rather than specialist skills.”
Demand for these services has come from partners in the mid to large-end of the market, says Cossey. “If you are a small business selling something like [Microsoft’s] Small Business Server, the client typically will have a certain budget to manage that. At medium to large sites, the consequences of something not being done in an optimal way are larger.”
He adds the complexity of security deployments and growing risk from security threats, are also driving demand for extra services.
Resellers can make their normal margin on the additional services offered by Chillisoft, with the distributor working through the reseller or dealing directly with customers.