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The engineered systems trend is increasing the demand for the kind of infrastructure services that AdvizeX offers, but which Rolta largely was lacking. Those include server assessment and consolidation, backup and recovery, disaster recovery, replication, and virtualization, among others. "We really wanted to be on the cutting edge of that," Rolta's Eazzetta said.
Rolta did an "exhaustive study" of as many as 100 solution providers to find one with the kinds of capabilities it needed, Eazzetta said. He specifically pointed to AdvizeX's technical capabilities and infrastructure assessment services -- including its "world-class" solutions center for developing proof-of-concept systems for customers.
In the past when Rolta was working on a customer IT project with an infrastructure component, Rolta would have to pass that work along to a subcontractor. "Now we can do that ourselves," Eazzetta said. He also sees big opportunities to leverage AdvizeX's expertise as more Rolta customers move their enterprise applications to cloud computing.
The AdvizeX acquisition even complements Rolta geographically, according to Eazzetta, with the combined companies covering much of the U.S. east of a line between Chicago and Atlanta.
The two companies began exploring a possible combination by working together on major deals in September, said AdvizeX's Traversi. The companies also brought key OEM partners into the discussions, said Traversi, including VMware, HP, EMC and Oracle.
The two companies already have solutions/services proposals to 17 customers with "extremely favorable" responses from those clients, said Traversi. "In some cases, Rolta brought AdvizeX into deals to provide infrastructure and in other cases AdvizeX brought Rolta for services capabilities," he said.
AdvizeX will retain its name and eventually add the Rolta tagline, said Traversi, who will remain at the helm of the AdvizeX unit.
As to the impact the deal will ultimately have on the SP500 market, Traversi said customers will be the judge of that as the company quickly moves to bring next-generation software-defined data center solutions and services to market.
What is clear, Traversi said, is that VARs and System Integrators that are "rich in technology and technologists will dominate over the next five years. Those VARs selling a supermarket of IT product without technical or services depth will have trouble moving forward over the next five years."
Martin Wolf, founder and president of MartinWolf, a technology services M&A financial services advisor, advised Rolta on the deal. "This is a very good deal for both parties," said Wolf, describing AdvizeX's Traversi as one of the "rock stars" of the channel who is determined to set a new course. "The shareholders are rewarded, employees are rewarded and customers are rewarded with more services. Customers will be able to get more from the combined companies than they would have been able to get from the companies independently. This is all about a focus on solutions rather than products."