Channel Dynamics aids Best IT in tackling mid-market

Channel Dynamics' Cam Wayland.

Best IT Engineering has implemented a new suite of wholesale engineering and professional services with the help of channel consultancy, Channel Dynamics.

The products are designed to support value-added resellers (VARs) focused on Cloud and networking infrastructure in the mid-market.

Channel Dynamics co-founder and co-director, Cam Wayland, who was contracted to aid the development of the suite will continue to aid Best IT in its mid-market growth and strategy execution.

Best IT founder and managing director, John McVicker, described the move as a means of leveraging the company’s enterprise momentum, processes, and service-level agreements (SLAs) to create value in a sector of the channel he claims has been largely ignored by the broader IT services community.

“We know from experience with the mid‐market resellers that when a deal comes off those resellers are stretched to find scalable installation and deployment support. It is far too expensive for them to have full‐time skilled engineering resources sitting idle for short‐term deployments,“ McVicker said.

“We know that the reseller financial model of a zoned national rate card with a fixed wholesale price and a matching statement of work with a SLA makes it easy and profitable for a reseller to grow their Cloud offerings, especially in the non‐metro areas. We want to help them tap this market.”

“They can now come to us knowing that we will provide capacity, work exclusively for them and, being 100 per cent channel focused, we will never engage directly with their clients now or in the future.”

To support its increased focus on the mid-market, Best IT has appointed Adam Clarke to recruit and develop partners who will take care of improving back-end pricing tools, pre-sales support help desk, and updating partner sales and marketing resources.

Clarke joins the company from distributor WhiteGold Solutions.