When Roger Cockayne and fellow industry veteran Wayne Norrie bought out Hitachi Data Systems’ 49% shareholding in Hosting and Datacentre Services last year and rebranded as Revera, partners they had worked with under Hitachi and HDS were a good place to look to grow the business. Since the buyout, Revera has also announced partnerships with HP and Sun Microsystems.
Cockayne says firms partnered with under Hitachi and HDS include McData, Veritas, Cisco and Brocade. Rob Martin, Revera general manager of strategic growth, says along with HP and Sun Microsystems, Computer Associates (CA), Microsoft, HDS and Quantum have also been added.
“We can now take a broader look at the storage field,” says Cockayne. “When we bought out the shares one of the first things we did was go to HP and Sun.”
HP now resells Revera’s datacentre services. “It can be either under the HP brand or under the Revera brand — whichever suits the business need,” says Martin.
Cockayne says Revera has done some big services deals in the Auckland market, and now has over 140 customers.
He believes it’s important to have a range of vendors to offer.
“Most of these businesses we’re dealing with aren’t about what product we bring, it’s about what knowledge we bring. I don’t believe in pushing customers to where they don’t want to be. If they want HP, they can have that.”
Partners such as HP bring broad global reach, he says, while Revera staff have strong knowledge of the local market. He believes it is effective to offer only infrastructure services and help the customer choose software to run these services.
“Some businesses were completely outsourcing. We decided that model wouldn’t work and people would tire of it.”