Distributor PSL has established a division to provide advice and support to resellers wanting to break into the e-services market.
The division will be staffed by eight employees who will advise resellers on how to build e-commerce infrastructures for their customers. PSL will supply software chiefly from Informix, BEA, Hewlett-Packard (HP) Open View and Agilent Technologies, with whom it has signed agreements.
Mike Kontowtt, chief executive of PSL, said it had been interested in an e-services division since HP first mooted its e-business strategy last year. "There was a lot of technology announced, but no one was clear on how it fitted together. So we decided to put together a suite of products and take it to resellers. It's simpler and less costly than if resellers do it themselves," he said.
The division will also provide training, marketing support and finance packages for resellers keen to provide Internet services.
Kontowtt said PSL had selected the software vendors because they provided a "comprehensive range of e-services technologies including front-end software, middleware, security and service level management applications".
He claimed PSL's choice of partners had been endorsed by VARs at a recent e-services seminar. The distributor is also keen to work with WAP vendors to provide a mixture of software products.
"PSL aims to demystify e-services by promoting knowledge through its customer base. It will allow resellers to start building the blocks to help move their customers. It will help them understand how the bits of technology work," Kontowtt said.
Gordon Maclean, business development manager at PSL, said: "The implementation of a complete e-service solution demands wide-ranging skills. VARs not wishing to diversify existing skills may still want to prime customer projects and need partnerships with resellers whose areas of expertise complement their own."
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