Johnson Hsiung (Bluechip Infotech)
To kickstart 2019, Bluechip Infotech has brought three new vendors into its portfolio including cyber security specialists ESET, identity and access management software vendor LogMeIn and document management platform provider IT Glue.
The ESET security portfolio covers a range of markets including consumer, retail, SMB and enterprise sectors.
LogMeIn operates across three business units - unified communications and collaboration involving its 'GoTo' suite; identity and access management with LastPass standing as its largest product in that space; and customer engagement and support through its remote desktop support products.
IT Glue was recently purchased by infrastructure management provider Kaseya and it's documentation software will be integrated as part of Kaseya's IT Complete suite of products.
The three new vendors are a key component of Bluechip’s strategy in targeting the value-add segment, taking aim at managed service providers (MSPs).
At an event in Sydney with key MSPs from across the country, Bluechip sales director Ron Jarvis detailed the distributor’s transition from a hardware transactional distributor, to focusing on value-add, leading towards its current approach in the market, focused on hardware, software and solutions.
Further pointing out that Bluechip is adding value as a partner through engagement, adoption and consumption.
“Two of our core values as an organisation are to embrace change and teamwork, which keeps us on the road to where we’re going to today,” Jarvis said. “We’re looking forward to 2019 with these three new vendors."
Jarvis hinted the distributor will be launching a new automated platform for renewals and contracts, with the first phase starting this month.
“We’re really emphasising our combination of hardware, software and solutions in 2019,” Jarvis said. “It’s our purpose to help customers and vendors grow.
"There are areas where we can add value and expand into including our cyber security offering, management and unified communications."
Meanwhile, Bluechip managing director Johnson Hsiung further backed up the distributor’s value-add strategy through stating their software and services business grew by at least 25 per cent in the last year.
ESET Australia managing director Florin Vasile said high margins and customer retention rates, protecting renewals for life and an ESET employee purchase program, were some of the top incentives on offer for partners.
He also pointed out a unique voucher system whereby partners can obtain and use a voucher when they have a substantial customer deal on the table, offering up to 50 per cent margin.
LogMeIn senior sales manager, Robert Findlay, said as part of its new partnership with Bluechip, it was launching aggressive pricing on LastPass and its GoTo suite.
“On average, people are expected to remember 191 passwords. You need to provide people with a tool that makes it easy for them to use, and that gives them control,” Findlay said. “LastPass gives users convenience and control.”
