Vertiv seeing demand from tech partners wanting to add datacentre management solutions

Vertiv, a provider of power, cooling and monitoring solutions for datacentres, is seeing an increase in specialist IT partners wanting to add datacentre management solutions to their portfolio.

The company’s associate director of channel sales for ANZ, Cynthia Lush, said some of Vertiv's new partners being oboarded are those who focus on a particular vertical.

"They may have traditionally sold servers and storage, for example ... they know what they're doing in the IT space, but with critical infrastructure, sometimes they need a little bit of additional expertise to make them knowledgeable," she told techpartner.news.

As well as offering training and education opportunities, Vertiv staff will join partners at meetings or on sales calls to add further critical infrastructure management expertise.

Lush said she was seeing a trend toward customers looking to have vendor representation present in this way.

“Bringing everybody together into a room so they can get to the best outcomes, I think that's what more and more customers are demanding," she said.

"They want to have that knowledge that people are working together for their project. They want that confidence that we can pull in different specialists and rely on everyone to work together', so they don't have that headache about who's doing what.”

She said Vertiv also offers support for partners when it comes to integration between Vertiv’s platform and other vendors’ solutions.

“By working with the partner, we can make sure that the whole solution is integrated, that it's got enough power and cooling, that they've not only spoken to a IT vendor but also spoken to the datacentre infrastructure vendor," she said.

"I think it really does boost everybody's ability to get things done quicker.”

The proliferation of artificial intelligence (AI) has also contributed to a rapid rise in the demands of datacentre performance, along with expectations of availability and resilience.

Lush said many organisations were in preparation mode for the high performance compute demands that AI’s rise was bringing.

"That involves some retrofitting, some new builds, and there is a huge focus on making sure that everything has the right power to enable that to happen," she said.