Nathan Vandenberg (Dimension Data)
Vendor intent increasing around managed services
In looking through the lens of a partner, strong vendor intent is coming from senior level personnel, those that recognise both the opportunities and challenges of transiting to managed services models.
"We've started some vendor relationships this year that are new to our business and they have been quite progressive in terms of understanding the need to move to this kind of model," Dimension Data general manager of data centre business, Nathan Vandenberg, said.
"They have adapted a lot quicker and overall I believe there is good intent to get to there we need to be as a channel, and the force of the market will help drive this change."
Yet for Vandenberg, conflict remains further down the chain with individual field reps, as opposed to the decision making executives at the top.
"We still see guys under pressure to hit 30 day sales cycles and they don't always align with our vision," he explained. "We might be taking a customer on a 1-3 year sales journey around a services type of engagement and at times that can be at odds with the vendor.
"There's still a lot to play out and change will come but as integrators we're asked to carry the burden of a lot of the risk in some equations."
Categorising data centre vendor behaviour:
- Revolutionary disruptors are typically new to the data centre market bringing disruptive technology or a new business model, often both, which often includes startups.
- Protectors represent the status quo. These traditional data centre infrastructure providers are driven by the protection of installed base and preservation of profit margins.
- Evolutionary disruptors complete the picture, bringing innovations and cost advantages from adjacent technology markets. For example, one vendor could be a protector in the server market, but an evolutionary disruptor in storage.
Source: ARN AU
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