Global Convergence has launched a managed services program that enables partners to aggregate hardware, software and vendor-maintenance components into a single package.
The Oldsmar, Fla.-based value-added distributor said IT nFusion is intended for end users who don't wish to own hardware or make big capital expenditures on technology.
It's being offered as a monthly subscription, Jennifer Bryant, Global Convergence's vice president of channel marketing, said during an interview at XChange Solution Provider 2015 in Dallas.
IT nFusion allows solution providers to manage their customers' IT environments without having to lease equipment, offer services package or source software on a monthly basis, Bryant said, saving money in the process.
The lack of back-office responsibilities will allow partners to move onto the next sale more quickly. The anything-as-a-service offering has been in the works for roughly six months, she said.
The offering is best suited for solution providers that are reaching into the enterprise space and have customers with complex networks around the world.
Solution providers can present IT nFusion to end users as they wish and have the latitude to set margins at whatever level they'd like.
"Partners can absolutely direct how much money they want to make," Bryant said.
IT nFusion differentiates itself from the pack through its flexibility, allowing partners to source both vendors on Global Convergence's line card as well as those found elsewhere. Global Convergence is capable of wrapping services around virtually any vendor, Bryant said.
The VAD maintains a pretty narrow line card focusing only on vendors that truly bring something different or interesting to the table, she said.
Global Convergence is vendor-agnostic, Bryant said, and has the technical capability to service almost every hardware manufacturer.
Plus smaller partners can provide their own support expertise to local clients while leaning on Global Convergence to support customers in other markets. Global Convergence's technicians are available to partners both on-site or remotely.
IT nFusion is intended to augment services and geographies for partners that already have a services practice, as well as enabling hardware VARs to make the jump into managed services.
For this reason, IT nFusion is well-suited to both traditional VARs and partners with an existing managed services practice, Bryant said.
Global Convergence plans to leverage its global services centers in Florida and Romania to provide the highest level of managed services, she said.
The VAD has done extensive work in the finance, health care, education and government verticals, but has the expertise to support every vertical in the enterprise space.
The IT nFusion offering prompted New York-based solution provider Valiant to become a new Global Convergence partner, according to Thomas Clancy, Valiant's co-founder and president.
Valiant will utilize IT nFusion to begin selling enterprise mobility and connectivity products, such as switches and handsets, that the company isn't selling today, Clancy said.
He said that IT nFusion also will enable Valiant to support customers with offices in satellite locations or based outside of the New York metro area.
Although managed services already comprises 70 percent of Valiant's business, Clancy expects that he will be able to leverage Global Convergence's capabilities -- particularly around financing -- to streamline the business even further.
"It's just another arrow in our quiver," Clancy said.
PUBLISHED MARCH 3, 2015