Relational Realigns, Focuses on Converged Technologies

Relational Technology Solutions has combined its two businesses, Relational LLC (No. 128 on the VARBusiness 500) and Relational Technology Solutions, into a single unit under the RTS name. The combination brings together Relational's leasing and supply business to better offer a cohesive solution to customers, covering an array of technology acquisition, financing and disposal services.

RTS also has launched its Converged Technologies division to combine voice, video and data solutions. Relational had previously operated two separate groups, one focused on telephony and one on data.

"We've combined those two groups into the Converged Technologies Division because we need the expertise on both sides of the equation," says John Babcock, senior vice president and general manager of the Converged Technologies Division at RTS. "We are looking at it from an end-to-end solution with the network being very important all the way through, as well as the voice and video applications that customers need."

Babcock says that internally RTS is working to educate its sales teams to think about IP telephony and data as a single solution.

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"Five to 10 years ago, you could just deal with the telecom manager or just deal with the data manager, but that's not the case anymore," he says. "Sales reps and engineers have to be proficient on both sides now."

Babcock adds that this "convergence" evolution and education will continue through 2006 at RTS as the market goes through a similar change.

"On the customer side, some are ahead of the curve and some are just getting started with convergence," he says. "Everyone has a natural comfort zone, and we'll be ready to bring the right solutions to the table."

The ideal customer for this type of converged solution? Babcock says RTS typically targets the enterprise segment down through the upper midmarket.

"Our sweet spot is the enterprise customer that wants multiple solutions," he says. "It's the targeted space where we can get the most penetration and get the most value going forward."