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Rhipe’s cloud expertise strikes a chord with Rock IT
The intangible nature of cloud services makes distributing
them a specialised skill, and Rhipe’s history of strong
successes long ago convinced Nik Devidas that the
company was the best partner to provide that skill.
As co-founder and managing director of IT consultancy
Rock IT, Devidas knows all too well the challenges that
new technologies present. His company began reselling
Microsoft Office 365 cloud services years ago, but its
success was limited because the former distributor
treated it like a commodity that many customers
couldn’t get their heads around.
“While cloud distribution without a physical product
is an interesting dynamic that many people don’t
understand, we get it – and we tell our customers this is
the best way to buy their services.”
Rock IT’s recommendation carries a lot of weight with
its clientele, which is predominantly comprised of 50 to
80-employee businesses that have faced the challenges
of technology-led growth first-hand.
No customer too small for cloud
Despite the obvious appeal of cloud solutions, building
strong momentum for those solutions had been
difficult in the past: larger distributors simply weren’t
as responsive to the needs of Rock IT’s relatively small
clientele. But engaging with Rhipe helped Rock IT’s
15 staff incorporate cloud services into the company’s
service offerings, allowing it to become more responsive
and flexible than it could previously be.
“Many distributors just see us as a number,” says
Devidas, “and treat us like we’re too small for them.
They just weren’t a fit. But I think Rhipe saw the
potential in our growth, and were ready to help us
support new customers that are growing – or have
gotten themselves in trouble trying to move to cloud
on their own.”
Those companies have often outgrown their earlier
technology or changed strategies altogether – and
have turned to Rock IT to help them implement the
technologies that put them on the right path.
“Over the years, we have been really successful at
simplifying solutions,” Devidas explains. “Given enough
time and scope to do so, we tend to find that we will
declutter an IT environment.”
The support of a specialist like Rhipe has proven
invaluable in helping Rock IT guide its customers
towards efficient and cost-effective adoption of cloud
In several cases, for example, Rhipe has stepped in
to help customers renegotiate inefficient licensing
arrangements that had been executed haphazardly and
represented poor value for money.
Licensing of cloud services “is such a complex
environment, and it has been really good to have
a team where you can ring up and say ‘tell me the
best outcome for a customer’,” Devidas says. “We’ve
had customers that just weren’t moving to the cloud
because they had a huge licensing liability hanging
over their heads.”
Working together for the future
Rhipe’s expertise with cloud licensing has also helped
Rock IT give its customers better arrangements around
access to services such as Veeam cloud backup and
other services. Yet better licensing is just one of the
ways that Rock IT’s customers have benefited from the
firm’s relationship with Rhipe.
Support from Rhipe has given Rock IT access to a
range of Microsoft incentives that it wouldn’t have
otherwise known about. Rock IT has also been able
to help migrate its customers to Office 365 with the
confidence that the move will go smoothly and foster
long-term relationships with those customers.
By working closely together, Rock IT and Rhipe
have been able to build up a service roadmap that
is currently helping the service provider build up an
offering around Microsoft SharePoint.
Rock IT is currently rolling out the service internally
and sees the popular platform as the gateway to
broader customer engagements – which will, Devidas
believes, position Rock IT as an even more strategic
provider for its customers.
“There’s a huge opportunity there, particularly if Rhipe
can provide the consulting effort to help us get it off
the ground,” he explains.
“We wouldn’t be anywhere near their biggest
customers, but they really do show an interest in us,
and there’s no way we would get that level of interest
from the huge, general distributors. There is a tonne
of opportunity in the cloud – and with the support
of Rhipe, we’re determined to unleash it for our
We wouldn’t be anywhere near their biggest customers, but they really do show an
interest in us, and there’s no way we would get that level of interest from the huge,
general distributors. There is a tonne of opportunity in the cloud – and with the support of
Rhipe, we’re determined to unleash it for our customers. – Nik Devidas, Managing Director