Auckland-based distributor, Exeed, will work closely with resellers to ensure they continue to prosper over the next 12 months, according to managing director, Justin Tye.
He also tipped an expanded software portfolio for management and the addition of security cameras to the company’s catalogue.
“I think the challenge for us in the next 12 months is to have a very well organised commercial proposition to resellers which isn’t based on a set of products that you need to deliver a solution to a customer,“ Tye said. “It’s based more on more on how a reseller can broaden their horizon within a traditional customer base.”
He said packaging solutions to fit the market with coordinated products is the key to let resellers make as much money as they always have.
“By that I mean traditionally we have sold servers with Exchange on them. We have sold desktops and notebooks to attach to that. Resellers need to look forward in forthcoming years at how customers are going to use those technologies. The Cloud is going to play a growing role in the consumer’s ability to access those technologies.
“We need, as a distributor, a very well co-ordinated approach around how we align with the right solutions which may or may not be Cloud-driven, or virtualisation-driven, and they need to be packaged in a way that the reseller can see that we’re offering an opportunity for them to make as much money as they’ve always made. Then it’s really their job to go and acquire more customers on the back of that.”
When talking about the company’s software portfolio and its catalogue, Tye said, “We’re looking at more software-based solutions and hopefully security cameras and solutions in that space, just things around the edges of products that we’ve traditionally sold.”
He said the company is re-evaluating form factors after watching the emergence of tablets. “The transition to tablet caught us by surprise in some areas of our business, not in others,” he said.
Mobility was a huge play in the market and he underscored the need for Exeed’s product set to tie in with the mobile revolution.
Tye is also focusing on better transmitting the company’s message than it did over the past year, particularly as it now had a much broader technology set available.
He said the Apple range that the company picked up when it bought former major NZ distie, Renaissance, in 2012 had been going well. “We’re enjoying the relationship. It’s a very good brand.”
The bottom line at Exeed, according to Tye, is the culture within the business: “We have a lot of fun doing what we do. It’s a great culture but in terms of the actual promos that we have in place, there’s a lot of noise around activity from vendors and competing brands. From a reseller’s perspective it must be a bewildering array of promotions and offers and deals and trips that are put in front of them.
“It’s the job of our marketing and sales team to cut through that and have a voice that’s heard. And that’s as much about the quality of the job we do as it is about managing a relationship with the reseller and the quality of the campaign.”