Kingston urges VARs to cash in on server configuration

Vendor launches Kingston Consult as the explosion in datacentres fuels demand for memory

Kingston Technology has launched a new service called Kingston Consult as it encourages resellers to take advantage of an untapped opportunity in the server memory space.

The $4bn (£2.6bn) privately held vendor claims there is money to be made in offering server memory configuration as the business appetite for data storage continues to swell.

Speaking to CRN, Ann Keefe, sales director for the UK and Ireland at Kingston, said: “By 2012 there were 15 billion connected devices and this is growing further in 2013. Every server that connects these devices needs memory. And this is where the channel comes in”

Keefe said there were three reasons for resellers to engage with customers over server configuration. The first is capacity, because storage demands continue to grow, then power efficiency – as more firms are charged by kilowatt usage they are keen to save money wherever possible – and finally performance – firms need their servers to perform efficiently and reliably to keep their core business ticking over.

Kingston is running free training for partners as part of the new service to get them up to speed on server memory configuration and how to recognise an opportunity, and Keefe said that in certain cases they will go to a partner's premises to do on-site training.

“Our customers are asking us about this subject all the time and do not really know what to do or where to turn. The beauty is that Kingston is a 100 per cent channel company and does not do direct sales, so our partners will benefit. However, we do ask that VARs are prequalified to take full advantage of this initiative. In turn, resellers are looking for the opportunity to ingratiate themselves with their clients and this is a great way for them to add more value and help them futureproof their datacentres," she added.

Other services offered under the Kingston Consult umbrella include server assessment, a priority email service and product evaluations.

“We want to be seen as memory experts for the datacentre and server space. It is a big focus for us and we want to grow our business. We are aiming to get more sales for our partners and more customers on board,” Keefe said.