Express Data plans within a month to introduce the Continuous Coverage automated renewal system already launched across the Tasman.
Locally, the distributor has already been using the IT Agent platform, on which Continuous Coverage is based, which covers multiple software and hardware infrastructure.
According to the Express Data, the mechanism works similarly to pay television, where customers are automatically billed for renewed services as they expire until they choose to opt out. Features include automated payment, aggregated billing and product fulfilment through a web-based portal.
In New Zealand, the system is able to be used for Microsoft, Cisco, M86 Security, Citrix and IBM, says sales and marketing manager Paul Plester.
Speaking at the launch event in Sydney, the distributor’s vendor manager David Peach claimed its automated renewals and IT Agent platform were game changers that could benefit a wide range of partners.
“This is about the profitability of our partners – we are building revenue streams in the years to come,” he told attendees.
The renewals joint-access portal is optional for both resellers and vendors and is available free of charge. Resellers will be able to co-brand and specify which customers, products and set margins on each renewal sale. They are then provided with a monthly report which itemises every renewal across their customer base, the value of each deal, and their rebates.
Express Data emerging channels manager, Clint Musgrave, said the challenge at all levels of the channel was managing the thin tail of renewals cost-effectively. He claimed an “invisible barrier” existed in every business where partners chose to focus resources and therefore missed incremental opportunities. Having an automated system lowered costs and simplified the whole process.
“If you pull all those little bags of money together, it becomes quite a substantial amount,” he said. “We are aiming to complement, not replace the renewals process. Our offering can scale up and down depending on that invisible line in everyone’s business.”