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DPSA review program to open up reseller revenue opportunities

By Heather Wright, Tue 23 Jun 2015
FYI, this story is more than a year old

Distributor DPSA has launched a program to help IT resellers find and grow opportunities for data centre and server room physical infrastructure solutions, opening up new revenue opportunities for resellers.

Jacques Tesson, DPSA chief executive, says the program enables resellers to provide a free infrastructure review to clients ‘with minimal time input and without the need for specialist in-house skills’

A pilot of the program found that in more than 90% of cases an infrastructure review resulted in at least $20,000 worth of business for the reseller, Tesson says.

He says the program enables resellers to identify opportunities that wouldn’t otherwise be discovered.

The reviews are designed for customers with energy efficiency concerns, those looking to relocate or upgrade facilities and those needing to reassess their on-site infrastructure either following, or in preparation for, a move to cloud.

“We are always looking for new ways to add value for our reseller partners and to help them uncover incremental business,” Tesson says.

The program sees DPSA undertake a site visit and collect various data points via an app-based review tool.

The distributor says many resellers like to do the site review as a joint visit to help strengthen their relationship with the client, ‘but it isn’t a necessity for them to be there if time is a constraint’.

DPSA then produces a recommendation report for the client based on the data collected.

The report has the reseller’s logo and contact details and is followed up by a quote for product and service solutions to address any physical infrastructure issues identified during the review process.

DPSA says it is promoting the free reviews to end-users and generating leads that will be directed to reseller partners signed up to the program.

To be eligible for the leads, resellers need to be a DPSA reseller partner and undertake a minimum of three reviews with their clients per quarter.

Tesson says the program enable resellers to provide a valuable service to clients by identifying current issues or potential problems, while at the same time generating business for themselves.

“The results of the pilot were even better than we expected and we’re really excited about launching this more broadly to the market,” Tesson says.

He says the longer term goal is to train selected partners to undertake the reviews themselves, and to make the data centre review app for iPad available to those trained partners.

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