Distributor Datastor has overhauled its services business into a more formalised and rebranded four-tier structure.
Although services have always formed a part of the company’s business, Datastor is now more focused about what it is offering, says sales and marketing manager Dave Rosenberg.
“Our business has always been about supporting our resellers. We went down the track into the services game, but weren’t necessarily specific or focussed about what we were doing. We are now more clear and concise about what our goals are.”
The launch of these services comes after the country’s largest distributor Ingram Micro launched its own services offering in partnership with Divers Group last month.
Datastor has rolled all its services into newly-branded division, Datastor Services, managed by Otto le Roux. It has also appointed Leanne Corkill as sales and marketing manager for the division.
“The branding around Datastor Services is absolutely new,” says Rosenberg.
Datastor Services comprises four offerings – professional services, education, implementation and support.
The services are designed to enable and educate the channel, says Rosenberg.
The professional services aims to fill gaps not provided by resellers, and include pre-sales and consulting services, Rosenberg says.
However, these services should not compete with those resellers are providing themselves, he says.
“There has been a lot of concern in the past that we are competing with our resellers. But we have made it very clear that it is about filling in the gaps where resellers have not invested themselves.”
Datastor will also be careful to ensure it does not enable resellers that have not invested in a specific area, to compete unfairly with those that have, says Rosenberg.
“Our core focus tends to be on services that no one else is providing. For instance we do a lot of VMWare capacity planning.”
Datastor is seeing significant growth in this area, says Rosenberg.
The implementation services also provides resellers expertise they do not have inhouse. “If they are doing an EMC install for example and don’t have resources in a specific area or they are stretched because they are doing other implementations, we come in and say you can use our resources and deliver it on your letterhead.”
The education services meanwhile aims to educate resellers in certification and accreditation programmes, and is provided inhouse by Datastor.
“We have taken on certified trainers and have invested in training facilities and equipment.”
While the company had previously offered some training, including on placement, VMWare and Commvault, it is now formalised with a pricing structure attached, says Rosenberg.
The support service includes the support Datastor has always provided and involved the management of issues, he says.
The Datastor Services team now has a number of senior consultants and engineers, which has taken almost two years to build, says Rosenberg.
Datastor Services was launched with a number of events around the country last week and the response from resellers has been positive, says Rosenberg.
“We have had some great feedback and some great opportunities came out of it.”