Distributor InTechnology is planning to expand into security services following the launch of its managed services partner programme last week.
The announcement follows InTechnology's acquisition of security distributor Allasso and will give the distributor access to thousands of specialist security VARs across Europe.
The InPartnership programme will educate and accredit resellers to sell InTechnology's range of storage-based managed services and its imminently available security services.
"We want a new breed of partners, more attuned to selling services," said Tim Wilkinson, sales director of managed services at InTechnology.
"Security VARs are ideal because we plan to bring in managed services such as content management and intrusion detection as a result of our acquisition of Allasso."
InTechnology's managed services have grown quickly over the past three years, explained Wilkinson.
"We started with a blank sheet of paper. Now we have £50m of contracted revenue through partners," he said. Resellers get as much as 15 per cent margin on the service, which InTechnology performs.
"This is low-risk, because the VAR just has to sell the product," Wilkinson said.
InTechnology is looking to sign deals with large system integrators. The company's recently gained pan-European presence will help in this, Wilkinson said.
Dave Rabson, sales director at VAR ADA Computer Systems, said: "It's early days in the integration of Allasso and it will be interesting to see how it fits into the managed data services division.
"The managed services model is good for the channel because it offers contracted revenue for longer and allows you to sell more services and infrastructure products on top."
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