Seeing the big picture
27
1-2-1 NICK MOGLIA
In the first of a regular series focusing on some of the key individuals and
organisations operating within the Channel, SNS-UK talks to Nick Moglia,
Group MD at Zycko, about the success of the company to date and some of
the key storage issues that end users need to address to overcome the
challenges posed by the current credit crunch.
Q
Zycko is a channel success
Q
Are your customers
Q
As end users are now
story - what have been the increasingly demanding open demanding solutions and not
key decisions that have made solutions, or are they still just isolated products, do you
the company so successful as happy with a single vendor see opportunities for Zycko/
an IT distributor in recent solution? the Channel to position itself
years?
A
It is easier for a reseller to as such a solutions provider
A
Building a value focus on one vendor, but in and, hence, competing more
proposition around incremental reality, for a reseller to supply directly with the vendors?
revenue solutions has been the best overall solution, they
A
Yes and no – yes because
key to Zycko's business have to be involved with end-users are demanding
success. As a management multiple vendors – hence solutions, but no, because
team coming from the most Zycko has a complete range of positioning against the
successful Cisco distributor in professional services to vendors is not how we see
the UK and Germany, we had deliver multi vendor things developing. We actively
the opportunity to evaluate solutions. Resellers also develop multi vendor solution
the marketplace for new or up consider that a focus on one bundles and encourage
and coming technologies, and vendor is a high risk business vendors to form technology
picking the correct strategy i.e. allows other alliances. Good examples
technologies and vendors resellers access to their include Isilon and Force10
has, of course, been crucial to customers via alternate working together on a 10Gb
our success and international solutions. solution, and Hitachi Data
expansion. Systems and Riverbed
It is important to remember recently announcing a back
Combined with the technology that a single vendor solution up and recovery alliance – this
angle, we have invested in can have its merits, but you allows the vendors at the top
significant professional will inevitably compromise on of their technology areas to
services, including pre-sales some leading edge join with other best-of-breed
expertise, technical support, technologies that the vendors, giving resellers an
custom configuration, an particular vendor may not excellent message to
industry leading accredited have available. The other approach end-users with. The
training program, and attribute promoted by single Channel must be a solution
in-house marketing support. vendor solutions – that ‘if you supplier to survive and grow –
buy from us it will all work but this does not mean
These vital services and together’ – is often not the replicating open system versions
support enable our customers case as many technologies of existing vendor offerings –
to quickly deliver profits are introduced as the result of rather tailoring solutions
and invest in new market acquisition, not research and to meet individual customer
opportunities, allowing them development, and are merely requirements drawing on best-
to deliver new advances in re-branded with a corporate of-breed technologies from
technology with confidence. logo. across the technology spectrum.
WWW.SNS-UK.CO.UK SEPT 09
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