7020 DC Channel Services Brochure R6

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The DC Experience

Channel Services

“

Our business has grown to a size
where we have the reach and
assurance of a large distributor but
remain specialised. This balance is
our strength and what makes us
unique. It means that we can offer
our partners the ultimate channel
experience –
the DC Experience.

Contents
Knowledge Driven Services
DC Field

5

DC SmartStage

6

DC Master

7

DC Residency

8

DC ChannelSupport

9

DC CloudSelect

10

Transaction Services
DC CarbonControl

11

DC FireBlanket

12

DC Funds

13

DC ChannelControl

14

DC Channel Gateway

15

DC Brokerage

16

DC IBAM

17

Marketing & Business Development
DC Starter

18

DC MANIA

19
3

We are
Distribution
Central
•
•

4

We are 100 % channel focused.

We know how to link technology trends to endcustomer and reseller needs, bringing value-added
solutions and business benefits to the end-user,
through our reseller partners.

•

We take to market advanced and emerging
technology solutions.

•

We continue to invest in building our world-class
logistics and asset management portal, DC ChannelControl™.

•

We pride ourselves on offering exceptional customer
support and care.

•

We are a mature yet agile and creative channel enabler.
This is the experience we offer our key stakeholders:
vendors, resellers and our staff.

Knowledge Driven Services

Pre-sales Professional Services
Professional Services
Distribution Central offers a range of pre-sales and
installation services from pre-configuration to fully
customised rollouts. Our engineers have been vendor
certified at the highest levels to ensure our support is
second to none.
In Australia, each Distribution Central business unit –
Firewall Systems, ViViD Systems and Fusion Systems
– is supported by its own engineering and technical
staff with national coverage. In New Zealand, our local
team provides engineering and technical support to
the NZ channel. We have pre-defined Scope of Works
documents that cover all aspects of our installation
services.
Inventory & Logistics Management
Distribution Central services a variety of reseller needs
from project fulfillment through to low value/high
volume fulfillment requirements. We can service large
scale national and international rollouts, managing all
aspects from the pre-configuration to the logistics and
warehouse management.

Our internally developed channel management
software – DC ChannelControl - provides our partners
with the ability to create and edit quotes online, search
pricing, manage DC FireBlanket contracts, apply for
evaluation stock, manage renewals and licencing, and
run business intelligence reports.
Evaluation/Demo Stock Program
Distribution Central holds a wide range of evaluation/
demo stock. Applying for evaluation stock is easy –
simply complete the online form available in DC
ChannelControl and one of our technical staff will
review and respond to your request..

For more information contact your local
Distribution Central Account Manager.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

5

Pre-configuration & Hot Staging
DC SmartStage delivers a range of pre-configuration
and hot staging services through our custom-built
staging room and our team of technical experts.

partners run a successful POC every time and increase
their opportunity conversion rate.

DC Stage

DC PODfactory

DC Stage delivers pre-configuration, hot staging and
asset tagging services.
Our comprehensive technology preparation program
enables us to manage and configure all hardware
and software for the end-user. We also offer a
comprehensive and secure asset tagging service.
DC Hot Bench – Third party staging
Do you require just space in a staging facility for your
staff to use for a limited time? Partners can purchase
bench space in Distribution Central’s state-of-the-art
Staging Room at its Sydney head office for set periods
of time, with access to power, internet, and storage in
DC’s warehouse facility if required. Contact your local
Account Manager for a tailored quote to suit your
requirements.
DC POC
DC POC is a specialised service that covers all aspects
of a Proof-of-Concept (POC) including the supply
of demonstration equipment; technical expertise;
documentation for managing the POC; and post-POC
reporting. DC POC ensures that Distribution Central’s
6

For more information refer to the DC POC brochure.
DC PODfactory delivers Product-on-Demand (POD)
solutions that integrate best-of-breed technology
components from our leading technology vendors
to produce a pre-defined architecture that solves
contemporary business problems. DC PODs also
include existing reference architectures such as FlexPod
and vShape.
DC PODs include:
RecoveryPOD – CommVault, NetApp & Fujitsu
PerformancePOD – Riverbed & Fujitsu
SplunkPOD – Splunk, NetApp & Fujitsu
FlexPod – NetApp & Cisco
vShape – Fujitsu, NetApp & Brocade
And more.

•
•
•
•
•
•

For more information For more information contact your
local Distribution Central Account Manager or refer to the
DC PODfactory brochure.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

DC

MASTER

TM

Training and Enablement
DC Master provides our channel partners with the
highest standards of education and training for them
to enhance their own businesses and services. Our key
services include:
A professional, independent Authorised Training
Centre for vendors
Technical training services
Consulting services
Certification workshops

•
•
•
•

DC Master is delivered through Red Education™, a
business unit of Distribution Central that is also the
leader in specialist training and consulting services for
the IT community across the Asia-Pacific region.
Our trainers
Our trainers are experienced IT professionals who
bring a wealth of practical experience and training
knowledge to the classroom. Courses are designed
to provide a balance of conceptual and practical
information, ensuring well-retained technical knowhow for all users and channel providers.

own quote online, the relevant course will be available
as an optional extra for your product selection. If
working with one of our staff, simply ask them to
including training in your existing quote. We believe
that proper training should never be an afterthought.
Headquartered in Sydney, Red Education regularly
conducts courses in Melbourne, Brisbane, Perth,
Adelaide, Canberra, Auckland, Wellington, and
throughout the Asia-Pacific region.
Visit the Red Education website for a current list of
vendors represented by Red Education. For more
information refer to the DC Master brochure.
Australia 1300 65 19 17
New Zealand 0800 44 99 38
Singapore 6635 6407
info@rededucation.com
www.rededucation.com

Buying training
Buying training is as simple as selecting the relevant
SKU on your next DC quote. If you are creating your

7

Professional Services delivered by certified and expert resources
Distribution Central’s DC Residency service delivers
highly trained and certified resources that our
partners can access to deliver a professional services
engagement for their end-user.
DC Residency can provide you vendor-certified
engineers that offer a range of professional services for
any of your vendor technologies, ensuring that you can
offer your end-user virtually any solution, and never
miss out on an opportunity.
Residency covers expertise in:

•
•
•
•
•
•
•
•
•

Requirements definition or analysis
Solution architecture and design
Integration and build
Installation and deployment
Upgrades
Health checks
Testing under various failure scenarios
Handover/knowledge transfer of the solution
Project management of all of the above

Highly trained and certified resources:

•
•
•
•

Resident on-site engineers wherever you need
them
Resources for both short and long-term projects
Staff augmentation
We act as your representative when dealing with
your customer

Custom scoping for bespoke projects
DC Residency is delivered through Red Education.
We can deliver on any vendor in your portfolio,
however we have particular experience in the vendor
technologies listed on our website.
www.rededucation.com.
For more information contact your local
Distribution Central Account Manager or refer to
the DC Residency brochure.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

8

24x7 Technical Assistance Centre
DC ChannelSupport is a dedicated 24x7 Technical
Assistance Centre (TAC) that ensures your IT
infrastructure is supported to minimise downtime and
reduce impact to productivity.
Managing a complex install base with multiple vendor
solutions, licences and devices with minimal resources
is a significant challenge for many businesses. We
provide expertise and skills in a broad range of vendors
and solutions and deliver to Service Level Agreements
(SLAs).

For more information on how to submit a support
request for Palo Alto Networks refer to the DC
ChannelSupport brochure or visit the Firewall Systems
website www.firewalls.com.au or the Distribution Central
New Zealand website www.distributioncentral.co.nz
Submit your support request via email or phone:
support@channelsupport.com
Australia 1300 247 877
New Zealand 0800 327 877

DC ChannelSupport offers a range of services to
support your technical assistance requirements:

•
•
•
•
•

Our helpdesk is manned by expert certified
technical engineers
We deliver on agreed SLAs
Phone and email communication
Advance hardware replacement service (DC
FireBlanket)
Product lifecycle management service via iasset.com

DC ChannelSupport is currently a TAC for Palo Alto
Networks.

9

Cloud solutions enablement and marketplace
DC CloudSelect is Distribution Central’s award-winning
channel service that enables partners and their
customers to transition to the cloud. DC CloudSelect
allows partners to maximise cloud opportunities by
providing them access to:

•
•
•
•
•
•

A broad technology portfolio to build cloud
delivered solutions and managed services
Rapid enablement and deployment of public,
private and hybrid cloud solutions
Cloud-ready pre-defined solutions – CloudPODs
An online configurator to assist in configuring and
quoting any cloud-enabled solution
An online payment gateway that simplifies and
manages the billing requirements of a cloud
consumption model – DC ChannelGateway
Pre and post-sales consulting and implementation
services

The DC CloudSelect framework allows the rapid
adoption of cloud and the ability to transact cloudenabled solutions without channel partners having to
invest in systems to manage cloud transactions.

For more information contact your local
Distribution Central Account Manager or refer to the
DC CloudSelect brochure.
cloud@distributioncentral.com
www.distributioncentral.com/cloud

DC CloudSelect provides channel partners and their
customers the technology, tools and expertise needed
to transition efficiently to the cloud at all stages of the
cloud adoption cycle.
2013 Best Distributor Initiative
10

Comprehensive carbon offset program

2010 Finalist,
Best Distributor Initiative

Buy One Get One Tree™

Distribution Central has developed a comprehensive
carbon offset program that is designed to offset the
carbon emissions generated by the manufacturing and
power consumption of the hardware we distribute,
and the freight used to deliver the hardware from our
warehouse to the end user customer.

For every invoice we issue, Distribution Central makes
a donation to Carbon Neutral, an Australian not-forprofit organisation. Each donation is equivalent to the
planting of a native tree in Australia.

Carbon Credits and Buy One Get One Tree™ are
programs that work together to deliver real benefits for
our environment.
Carbon Credits
DC CarbonControl is a unique carbon offset program
that calculates the carbon offset required to offset
the manufacture and annual power consumption of
participating vendors’ products.
Distribution Central has partnered with The Carbon
Credits Trust to run its Carbon Credits program. The
Trust provides high quality carbon credits to offset
carbon emissions.

Transaction Services

2011 Sustainability
Distributor of the Year

CarbonControl™

Carbon Neutral is a not-for-profit organisation that
works with hundreds of organisations to measure,
reduce and offset greenhouse gas emissions and
support rejuvenation projects. Its mission is to
reduce carbon emissions through education and revegetation.
For more information about Carbon Neutral, visit
www.carbonneutral.com.au
For more information about the Carbon Credits
Trust, visit www.carboncredits.com

11

Advance Hardware Replacement
Distribution Central understands the critical nature of
your customers’ IT infrastructure and we have developed
a unique Advance Hardware Replacement Service to suit.
The service covers your customers in the event that the
hardware in their network fails. The service is delivered
in one of two ways depending on the vendor product
that is covered:

•
•

We ship a replacement product to the customer; or
We ship a loan unit that the customer can use until
their replacement unit arrives.

Either way, we collect the faulty unit and return it on
behalf of the customer to the manufacturer at no extra
cost. Our standard service for most capital cities is
next business day, and all other customers throughout
Australia benefit from negotiated service level
agreements. Extended-hour contracts are available.
DC FireBlanket™ is available, with flexible contract terms
and pricing, for all hardware products distributed by
Distribution Central.
Response Levels

3. 24 hours per day, 7 days per week, 4 hour response
hardware replacement (24x7x4) with selected
coverage.
4. Onsite spares unit
Plan

Availability

24x7x4

24 hours a day, 7 days a week Within 4 hours

Response

8x5x4

9-5 weekdays

Within 4 hours

8x5NBD

9-5 weekdays

Next business day

Customer Responsibility
The customer must contact the vendor and perform
normal troubleshooting procedures. If the vendor
provides you with a RMA number then please call the
DC FireBlanket hotline.
Customer initiates DC FireBlanket
response by calling the DC FireBlanket hotline
DC FireBlanket rapid resuscitation of customer’s business network

Pre-configured loan
replacement unit shipped

Permanent
replacement unit shipped

DC FireBlanket provides four different service levels:
1. Next business day hardware replacement
2. 8 hours per day, 5 days per week, 4 hour response
hardware replacement (8x5x4) delivery only during
business hours with specified coverage
12

Distribution Central returns dead unit to manufacturer
Repaired unit returned
and loan unit collected

DC FireBlanket
Hotline:
Australia
1300 663 972
New Zealand
0508 DCHELP
(0508 324 357)
Singapore
6664 0888

Flexible finance solutions
DC Funds provides you with a flexible finance solution
for all of your customers’ IT requirements including
hardware, software and related services such as
installation, maintenance and training. DC Funds is also
suitable for Service Providers that are selling cloud or
managed services to the end user.
Distribution Central created DC Funds to offer an
effective finance solution that enables our partners to:

•
•
•

Seek out additional revenue opportunities
Increase profitability by delivering real cost savings
Establish a more permanent and substantial stake in
the market.

DC Funds also enables partners to deliver an
“X-as-a-Service” program by shifting from capital
expenditure to operating cost payment structures,
offering the following benefits:

•
•
•

How DC Funds works
Speak with your local Distribution Central Account
Manager to request a DC Funds quote and proposal.
The initial quote will include costs for a 3 year lease or
payment solution. DC Funds can also facilitate different
types of models and is therefore suitable for complex
or unique cloud service arrangements.
DC Funds is a service provided by Distribution
Central in collaboration with FlexiEnterprise and its
parent company, FlexiGroup, an ASX200 listed entity,
which has been serving Australian and New Zealand
businesses for more than 25 years.
For more information refer to the DC Funds brochure.
To request a DC Funds quote email
dcfunds@distributioncentral.com

increased upfront cash flow
shift underwriting risk and balance sheet scalability
have the ability to tender for any managed services
transaction regardless of the amount of equipment
required - $50,000 or $5,000,000.

13

Online transaction and enablement resource centre
Distribution Central has invested in the development
of its own custom-designed and custom-built online
transaction and enablement resource centre.
DC ChannelControl offers a range of services, online
and in real-time:

•
•
•
•
•
•
•
•

Price and vendor program management including
partner level pricing
Create, edit and manage your own quotes
Online real-time configurator
Deal registration
Create DC FireBlanket (advance hardware
replacement) requests and manage existing
requests.
Reporting and analysis including open orders, back
orders, sales history and more.
Pipeline management
Evaluation management - apply for evaluation stock
and manage existing applications.

How to apply for access to DC ChannelControl
To access DC ChannelControl, you will need to
register for a Central-ID login, which is available on
the homepage of the Distribution Central (or relevant
business unit) website.
Hover your mouse over the Central-ID Login and
select “New Registration”. Complete the form and your
request will be processed by our team and you will be
contacted via email with your login details.
If you are not a registered Distribution Central reseller,
you will need to complete the Distribution Central
Reseller Agreement before being able to sign up for a
Central-ID login. Visit the Distribution Central website
to download the agreement from the “Resources” page.
For more information contact your local
Distribution Central Account Manager.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

14

Online Payment Gateway
Distribution Central has invested in the development
of its own custom-designed and custom-built online
tools to streamline the transaction process for reseller
partners and maximise every opportunity.
B2B Gateway
The B2B Gateway offers partners the ability to order
online including credit card payments. This service is
currently available for Sophos and Avaya partners with
more vendors to be added.

For more information contact your local
Distribution Central Account Manager.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

DC CloudSelect Billing Engine
DC CloudSelect is Distribution Central’s award-winning
cloud service. DC CloudSelect offers a range of cloudready solutions and an online transaction tool that
simplifies and manages the billing requirements of a
cloud consumption model.

•
•
•

Transact usage-based consumption of CloudPODs
Covers multiple cloud-enabled solutions and
vendors
Enables reseller partners to deliver a cloud service
without investing in the systems/tools required to
manage usage-based transactions.

15

Brokerage service
DC Brokerage is a unique service specifically for large
reseller partners to consolidate purchasing from
smaller suppliers to make the supply process simpler
and less costly. DC Brokerage also adds the extra
value of overlaying our leading channel management
systems.
Our reseller partners can negotiate a brokerage
agreement with Distribution Central that covers a
range of services including:

•
•
•
•
•
•
•

Sourcing
Negotiation
Supply/management consolidation
Payment services
Logistics
Storage
Asset tracking through DC IBAM
(powered by iasset.com)

Distribution Central offers the following additional
services to assist organisations in improving
transactional efficiency:

•
•
•
•
•
•
•
•
•

Consolidated payment services in any currency
required (subject to governmental restrictions)
Project fulfilment
Staging and pre-configuration
DOA management
Cradle to grave asset tracking
Asset tagging
Global logistic solutions
Asset and renewal management through DC IBAM
(powered by iasset.com)
POS reporting through DC ChannelControl

For more information contact your local
Distribution Central Account Manager or refer to the
DC Brokerage brochure.
brokerage@distributioncentral.com
www.distributioncentral.com
www.distributioncentral.co.nz

16

Install Base Analytics & Management
DC IBAM, powered by iasset.com, is a unique Softwareas-a-Service platform and service, which gives you:

•
•
•

complete control of every asset you have sold
through Distribution Central
access to one of the most advanced asset, renewal
and product management solutions in the market
access to highly skilled and dedicated renewal
specialists who can assist you in developing your
annuity business.

The fact is, most customers need assistance to manage
the assets they buy, particularly technology assets
where solutions often include hardware, software, user
licences, training, maintenance and renewals contracts.
iasset.com is the online platform that lets you solve that
problem for customers and in doing so, increasing the
number of ways you can offer value to them. DC IBAM
lets you deliver that value and improve your revenue
and profit while you do it.

•
•
•
•

run successful upgrade, refresh and cross-sell
campaigns to your own customer base.
maintain a live, accurate history of every product
you’ve sold with a complete audit trail from order
to delivery
renewal and product lifecycle management
automatically generate licence renewal quotes 90,
60 and 30 days before licences expire

•
•
•
•

complete asset management system that includes
integration with Google maps to track asset
location
manage warranty conversions and subscriptions
to alert you to new sales opportunities
secure gateway only accessible from a registered
IP address
business intelligence that will allow you to better
service your customers and grow your business.

Registration and Access
To activate your DC IBAM account simply register at
www.dcibam.com. Once your registration request
has been processed and verified, you will receive a
confirmation email.
For more information contact your local
Distribution Central Account Manager or refer to
the DC IBAM brochure.
1300 678 390
renewals@dcibam.com
www.dcibam.com

Powered by

17

Marketing and business development
At Distribution Central, we aim to help business
partners access and make the most of available vendor
co-operative marketing funds. We recognise that
not every partner has in-house marketing and lead
generation expertise, or the time to set up, run and
manage programs.
That’s why we’ve developed a menu of lead generation
and marketing programs you can access directly
through us.
DC Starter can help you:

•
•
•
•
•

implement professional and proven marketing &
lead generation activities
improve your chances of receiving vendor funding
approval
budget more effectively because many of the
programs are fixed-price and fixed-scope
access B2B IT marketing and lead generation advice
and consultancy services
shorten your sales cycle, generate more leads and
improve your overall marketing effectiveness.

Services include:
Marketing advisory services

Telemarketing including:
Email and telemarketing lead generation
Complete lead generation managed service
Follow up calls for event attendance

•
•
•

Email campaigns including:
Standard HTML email campaign
Whitepaper email campaign
Email newsletters

•
•
•

Enablement programs including seminars,
workshops, training and more.
Event management services including:
A full range of event management services
charged at an hourly rate.
Executive/boardroom and roundtable lunches
Seminars, workshops & training
Trade show or industry conference logistics support

•
•
•
•

Customer satisfaction surveys
Media buying
Google Adwords
Direct mail
Promotional collateral

Data Services – ensure your customer data is accurate

For more information contact marketing@distributioncentral.com
or refer to the DC Starter brochure.

Prospect data list acquisition – find the right and
database list to market to.

www.distributioncentral.com
www.distributioncentral.co.nz

18

DC MANIA is a high level executive networking
experience that brings together the key decision makers
from Distribution Central’s top 12 resellers from Australia
and New Zealand, and sponsoring vendors.
The audience is made up of key technology decision
makers from Distribution Central’s qualified reseller base.
MANIA is the ultimate networking opportunity for
Distribution Central’s top vendor and reseller partners
and it has been delivered successfully each year since
Distribution Central’s inception in 2004.

For more information contact your local
Distribution Central Account Manager.
info@distributioncentral.com
www.distributioncentral.com
info@distributioncentral.co.nz
www.distributioncentral.co.nz

19

Marketing and Business

MANIA runs from 1 June until 30 September each year,
and the summit is held in November in a different
location. Previous locations have included Japan,
Bangkok, South Africa, Hawaii, Northern Thailand
and India.

security, availability
& performance

20

voice, video & data

data centre,
storage & virtualisation

training &
professional services

10

years in
business

$275m+

60

MAJOR
AWARDS

years, collective
experience

ARN IT Industry Awards:
Specialist Distributor of the Year, 2008
Solutions Distributor of the Year, 2011
Sustainability Distributor of the Year, 2011
Best Distributor Initiative of the Year, DC CloudSelect, 2013
F5 Distributor of the Year - 2005, 2006, 2007, 2011 and 2012
Blue Coat Distributor of the Year - 2006 and 2007
WatchGuard Distributor of the Year - 2000, 2002, 2003, 2007, 2008
Riverbed Distributor of the Year - 2011, 2012 and 2013

DISTRIBUTION CENTRAL

THE DC EXPERIENCE
'05

From $1.7m
to $275m+
revenue in
10 years.

$$$
profitable
$1.7m

8

+

branches in ANZ
and Singapore

since inception
with a strong
balance
sheet

'06

'07

'08

BRW 50 best
places to work

Ranked 5 times since 2009

18% %
to 325

revenue growth year
on year since
inception

'09

'09

'10

'10

'11

'11

'12

BRW Fast 100
Ranked 7 times in
a row since 2005

'13

Successful Private Business
of the Year 2011, BRW ANZ
Private Business Awards
Deloitte Tech
Fast 50 Leadership Award, 2010
Ernst & Young Entrepreneur
of the Year 2009, Scott Frew
Hall of Fame, Nick Verykios (2012)
and Scott Frew (2013)
IT Executive of the Year,
CEO Magazine Executive of the
Year Awards 2013, Nick Verykios
Finalist, 2014 Telstra Business Awards,
Medium Business Category

91,467
native trees planted since 2007
part of the DC CarbonControl program

21

www.distributioncentral.co.nz
www.distributioncentral.com
www.distributioncentral.com.sg

Sydney
Melbourne
Brisbane
Perth
Canberra
Auckland
Singapore

Unit 6, 39 Herbert Street, St Leonards NSW 2065 | T 02 9092 5000 | F 02 9092 5001
Level 8, 492 St Kilda Road, Melbourne VIC 3004 | T 03 9290 4800 | F 03 9290 4801
Ground Floor, 74 Astor Terrace, Spring Hill QLD 4000 | T 07 3198 5250
Level 3, 1060 Hay Street, West Perth WA 6005 | T 08 9480 0675 | F 08 9321 0320
Unit 3, Level 7, 1 Hobart Place, Canberra ACT 2600 | T 02 9092 5670
Level 2, 136 Customs Street West, Auckland NZ 1001 | T 09 309 8277 | F 09 309 8276
78 Shenton Way, #04 - 02, Singapore 079120 | T 6664 0888

Firewall Systems®, ViViD Systems®, Fusion Systems™ and Red Education™ are business units of Distribution Central® Pty Limited. Brand names and trademarks mentioned are trademarks or registered trademarks of their respective companies.
This book is printed on environmentally friendly paper – acid free, chlorine free pulp and sourced from responsibly managed forests. ©2014



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