The outfit reported 57 percent growth in revenues from distributing brands such as Nutanix, Citrix, Check Point, RSA and HPE Aruba. Since entering the UK, DataSolutions has reported four years of consecutive growth in the UK.
Managing director Michael O’Hara said that training and support are crucial in helping the IT channel make the cultural shift from reselling products to offering a service.
DataSolutions has invested in product training initiatives such as the Citrix Cloud Labs, The Secure Computing Forum and the HCI Hub for Nutanix users. It also offers 12 different types of market-making service to its reseller partners, ranging from market development funding to video and animation creation.
O’Hara said: “It’s all about giving the partners confidence… In the early days of Nutanix, our partners were scared of selling it because it wasn’t a household name. Our support gave them the conviction they needed, and they subsequently made great advances with Nutanix as it took off.”
O’Hara said: “When you’re dealing with enterprises, the gestation of a deal can be 12 months. More prominent distributors are very tight on credit and bound by corporate policy. So the funding of a project is tough for resellers.
O’Hara said the firm has ambitious plans to grow this significantly by 2022 by training and supporting more partners.
“Having moved into the UK in 2016, we wished we had focused our efforts here earlier”, said O’Hara.