In a pivotal partnership with HAT Distribution, Exsead, an Australian Technology Services and Solutions provider, successfully tackled the complexities they were experiencing across the IT distribution channel.
This collaboration was crucial in resolving challenges linked to Exsead’s rapid expansion and evolving tech needs.
Facing a critical situation with the loss of the Australian PRTG team, Exsead relied on HAT’s local expertise to sustain their large-scale network monitoring projects.
“The personal touch and proactive support we received from HAT, especially from key contacts like Josh, have been instrumental in not just overcoming our immediate challenges but also in paving the way for future growth and collaborations.” Sandeep Rao, Director and Co-founder, Exsead
Exsead’s Evolution: Harnessing technology for business success
Exsead, an Australian Technology Services and Solutions provider, was founded 3 years ago by a team of IT and engineering professionals, including director Sandeep Rao, who shared a common vision of translating state-of-the-art emerging technologies into customer benefits. Specialising in addressing complex business challenges, Exsead is dedicated to tailoring technology products and services to meet specific client needs across cloud & automation, product development, and managed services.
As the business grew, the diversity and breadth of their services began to present challenges, particularly in connecting with third-party providers and more specifically with distributors. These complexities highlighted the need for a more synchronised and efficient approach in their interactions with external partners, leading them to form a strategic partnership with HAT Distribution.
Navigating challenges: Exsead’s pivotal moment with PRTG
Exsead’s engagement in a significant contract involving PRTG, a crucial Paessler product, marked a pivotal moment in their IT distribution journey. Winning this contract meant substantial financial and resource commitments were at stake. However, this milestone was overshadowed by a sudden and challenging development: the Australian PRTG team, essential for support and expertise, was made redundant. This unexpected change left Exsead in a precarious position, without local support and forced to rely on the Malaysian office for assistance. The situation presented numerous challenges, including difficulties in communication, delays in support, and hurdles in managing pre-sales and commercial discussions. In this critical scenario, HAT Distribution emerged as a vital ally. Stepping in to fill the void left by the PRTG team, HAT provided the localised support and expertise that Exsead urgently required. HAT’s Australian team stepped up with ‘the technical expertise, being able to bridge the gap that the vendors (had), (to) get the deal across’ said Rao.
Forging Ahead: Exsead and HAT’s Synergistic Partnership
Before engaging with HAT Distribution, Exsead had navigated a challenging path with traditional distributors, marked by significant dissatisfaction. Exsead’s experiences were characterised by a lack of personal touch and a frustrating level of ‘cookie-cutter’ automation in the distribution channels. These large distributors often failed to provide the necessary ownership and responsiveness, leading to inefficiencies and a sense of disconnect. There encounters were further marred by a notable absence of value-added services, which was particularly glaring given the commission fees involved. Rao expressed this sentiment: “My challenge has been lack of personal touch, everything just gets automated into a ticket or nobody actually really takes ownership of things.”
The partnership with HAT Distribution proved to be a decisive solution to the challenges Exsead faced following the staffing changes at PRTG. HAT’s responsive and technically skilled approach as a local distributor transformed Exsead’s strategy, aligning with their need for dependable and expert on-ground support during a critical period of their business operation.
Transformative Collaboration: Unpacking HAT’s Unique Partnership Approach
In this context of prior disappointments, HAT Distribution emerged as a refreshing and effective partner for Exsead, differentiating itself through several key aspects:
Personalised service: HAT’s emphasis on personalised service, exemplified by direct access to key personnel like Josh, streamlined problem-solving for Exsead.
Technical expertise: Beyond logistics, HAT provided invaluable pre-sales support and marketing assistance.
Post-sale involvement: HAT’s engagement extended past the sale, with Rao appreciating their continuous support.
Proactive partnership: Proactively introducing Exsead to new vendor partnerships like Lansweeper, HAT not only saved research time but also aligned with Exsead’s niche market needs.
Lead Generation: HAT went beyond conventional roles by sharing vendor leads, facilitating new customer connections, and fostering mutual growth.
Flexibility and Ownership: Acting as an extension of Exsead’s team, HAT’s flexibility and ownership in the partnership endowed Exsead with the confidence and agility needed to navigate the distribution landscape successfully. “They are an extension of our team,” Rao reflected.
HAT Disti: Creating A New Paradigm in IT Distribution
The partnership between Exsead and HAT demonstrates a significant shift in traditional distribution roles, with HAT emerging as a key collaborator rather than just a supplier, playing a crucial role in addressing Exsead’s IT distribution challenges.
HAT has proven to be more than a supplier; they have been a pivotal partner, instrumental in navigating the challenges of IT distribution. This partnership model showcases the profound impact that a distributor with a personal touch, technical expertise, and a commitment to mutual growth can have on a business like Exsead
About HAT Distribution: A Different type of distributor
HAT Distribution, a privately owned Australian company, has established itself as a dynamic force in the ANZ region’s technology distribution landscape. Born in the cloud with a focus on simplicity, expertise, and value-add solution selling, HAT stands out with its SaaS-based quoting systems for rapid turnaround.
Ready for a different disti experience? Book a meeting today to discover how our unique approach to IT distribution can transform your business’s technology strategy and enhance your growth.
