Sun Microsystems reseller WTL has taken a novel approach to shaking off the box-shifter tag that afflicts hardware resellers by focusing on partnering with independent software vendors (ISVs) that have relationships with end users.
Rather than bundling an ISV's software with its hardware, WTL and the vendor go to the end user together but sell their products separately.
Because WTL is brought into the IT buying process much earlier, through its connections with ISVs, its consultants can help define the scope and needs of the project. According to Craig Andrews, divisional sales director at WTL, this gives it a head start when it comes to writing a proposal.
"We can put an extensive, detailed proposal together; not just the server, but storage, support and maintenance, implementation and finance," he said.
Sun has launched a pilot programme in the UK, the Application Partner Resource Centre, to encourage resellers to partner with ISVs. Since last September, the scheme has seen nine resellers work with small software vendors to make joint sales.
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