PARTNERS ’ PERSPECTIVE requirements needed to deliver exceptional storage services with a no compromise approach . Therefore , as a technology model , hyper-converged systems and softwaredefined data centres have revolutionised how IT organisations build and scale data centres . This is what you as a reseller should be championing to your clients as you scope what technology and solutions , they will need to include in the modernisation project . In addition to the technologies listed above , the software-defined model is another one that must be considered because it automates configurations and deployments of technology services , delivering greater business agility and a more flexible , programmable approach to managing data centre services .
Getting the business model right around data centre modernisation is still a challenge for many solution providers mainly because there is not a single product that can perform all the functions that a data centre needs to operate efficiently .
And with the blurring of lines between the telecoms and traditional IT channels , service providers and IT solution providers now have a strategy in place , in terms of overcoming the challenges coming their way in this space .
Now , service providers have specialised offerings that set them apart from the competition and core business that is helping them structure their data centre offerings .
Added to this , software solutions that leverage the cloud and virtualisation are vital for the IoT era , for scalable , cost-effective , and secure infrastructure that drive new digital business models .
With the progress that ’ s happening in this space , the data centre ecosystem is witnessing more disruption as organisations embrace advanced technologies . This disruption is opening doors of opportunity for savvy channel partners with the right skills , expertise and investments in the latest data centre technology . Remember that not long ago , your solution provider or reseller business was tasked with only providing products and services to customers , but you are now expected to guide your clients as a trusted business advisor for CIOs and IT heads to execute technology strategies that enable business growth and profitability .
Today , CIOs want to simplify their IT infrastructure with software solutions that can lower their total cost of ownership . As a result , the MEA market is witnessing demand for pre-engineered and modular infrastructure systems , such as converged and hyper-converged storage . This is where your focus as a reseller should be . While these solutions simplify IT infrastructure and free up IT teams , they can be complex to install and that ’ s where the channel dexterity comes in .
I see two areas where channel partners can offer two major benefits – advising CIOs and other C-level executives on the data centre modernisation solutions that best meet their business needs and installing and training IT staff on these solutions .
That said , now is the opportune time for channel partners to shift business models from selling solutions to value-added services . Remember that the data centre modernisation opportunities are not for every channel partner but for those that can understand the customer ’ s needs and pain points , and tailor a bespoke solution that meets and exceeds those needs . That is where your competitive edge lies . •
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