Express Data takes on Delta Technology for white-labelling
A homegrown Kiwi managed services solutions provider builds a channel at its doorBy Simon Eskow, Auckland | Monday, 15 October 2012
Tauranga based managed services solutions vendor Delta Technology has built a successful regional and international business since its inception in 2001.
Now the vendor has signed a deal with Express Data to allow resellers to white label its solutions.
Express Data announced the white labelling offer to its resellers in early October. But the deal has been under discussion for at long time, according to the distributor’s New Zealand general manager, Paul Plester.
“We’ve been using it for the last six months, and the nature of the product, and our brand reputation and the ability to touch a lot of resellers, made it a good way for them to be able to grow a market in New Zealand,” Plester says.
Express Data describes the white labelling service as a “complete solution for customer requirements”, with audit, monitoring, alerts, security and other components as an agentless service charged on a monthly fee per server.
“They’ve got a very smart Windows 7 monitoring service,” says Plester. “It is an agent-less device that you put in your network and you point it at all the servers you want monitored, collects those alerts, rationalises, uses its intelligence and history since 2001 to determine what alerts to display and what not. So it will take the milliions of alerts generated every day down and sort it down to the 20 or so that need to be understood and monitored.”
The service inlcudes a database link to a Windows 7 server in the US, as well as a link to Delta Technology, to further rationalise the reports coming from a customer’s network.
The full implication of where a reseller fits in this delivery method remains open, Plester says.
“We would encourage resellers to bring reports to the end user’s attention,” he says. “They will be the first points of contact for alerts when there’s any action required and we encourage them to do the break-fixes required and ensure there are good communications on the customer side to understand whatever’s happening.”
In addition to providing regular income to a reseller or MSP, the service seems to be conducive to other potential selling opportunities. For instance, if a server experiences an uptick in errors, suggesting the need to replace hardware.
Plester speculates the service may initially appeal to organisations with 20 users and a handful of servers, with a part time person that does the IT maintenance and backup. Plester says that rolled out correctly, a white labelled Delta solution could give a part time IT manager half of his or her time back.
Plester adds that Delta may appeal to the “switched on” reseller that has looked into adding managed services as a revenue stream but who lacks the wherewithal to start in on it. This could be made more complicated by the necessity of educating end users on the benefits of a managed service.
The white label offering is also seen as a potential entry way for resellers that have not yet delivered solutions on a subscription basis. Plester advises that a shift system integrator to managed service provision takes about ten quarters according to conventional wisdom.
Kaseya, meanwhile, remains the dominant MSP solutions vendor on the New Zealand market, Plester says.
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