Total Network Solutions (TNS) has announced a new ebusiness unit aimed at adding value to businesses.
Michael Boarer, ebusiness director at TNS, said that resellers can see the wider picture and advise its clients on the appropriate use of technology to get the best business value. "We believe in fully enabling technology to drive business forward," he said. "We provide businesses with the logic behind technology and the appropriate support."
He pointed out that technology is only valuable if it is used in the right place and to fulfil an appropriate role. "We can sell network solutions to corporates, SMEs and service providers, and we know when to talk about the business value of our network solutions and not just the technology," he said.
Boarer also emphasised the importance of companies receiving business value from their technological investments. "A good salesperson can suggest good solutions, but they do not always fit into the customer's business. TNS customers recognise that there is a gap between technology and its business application and they think our ebusiness division is a good idea."
He explained that technology is a complex variable and technical advisers often overlook what it is actually for. "Consultants often come in and tell you what you already know," he said.
TNS will focus on the business application as well as the technology, adding business consultancy to the technology provided.
However, Simon Minett, director of operations at Comstor, said resellers can take advantage of distributor support services and claimed the company's own sales people are all trained to a level where they can advise on appropriate solutions.
"It is a technical business and we do need good technical people at reseller level because it is more than just moving boxes. The company provides support services to resellers and many are handing over a lot of their technical and logistical services to Comstor," he said.
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