SCHÄFER IT-Systems is systematically expanding its collaboration with IT systems integrators and IT service providers. With a new partner programme, the IT infrastructure specialist is creating a structured framework for working with qualified partners to deliver integrated edge, server room and data centre solutions in a predictable, technically sound and customer-focused manner. The first channel partner under the new partner programme is SVA System Vertrieb Alexander GmbH, one of Germany’s leading IT service providers. The focus is on the modular iQdata portfolio for racks, cooling, power, monitoring, security and service, as well as preconfigured micro and mini data centre solutions.

For many companies, systems integrators are the central point of contact when IT environments need to be modernised, secured and operated. At the same time, demand is growing for decentralised, highly available and energy-efficient on-site solutions. Particularly in edge and mini data centre projects, racks, cooling, power, monitoring, security, service and commissioning must work together reliably. This is precisely where the SCHÄFER IT-Systems partner programme comes in: it enables systems integrators to expand their portfolios selectively, unlock additional project potential and provide customers with more comprehensive support without having to build up all the specialist expertise in-house.

SVA as a strong launch partner in the channel

SCHÄFER IT-Systems is launching the partner programme together with SVA, an established IT service provider with extensive experience in IT infrastructure, cloud, data centres, security, managed services and digital transformation projects. The partnership demonstrates how customer proximity, consulting expertise and physical infrastructure expertise can work together in the channel.

“Systems integrators have close customer relationships, consulting expertise and long-term service relationships. We complement these strengths with our infrastructure expertise, technical project support and scalable solutions from the iQdata portfolio,” says Thomas Wermke, Division Manager at SCHÄFER IT-Systems.

Multi-tier partner programme with a clear channel approach

The partner programme is not merely a commercial terms or supplier model. Instead, SCHÄFER IT-Systems sees itself as an infrastructure and project partner with a clear channel approach. From the initial project idea through to operation, the programme is built around enablement, technical support, coordinated processes and a transparent allocation of roles. Partners benefit from project support, training, marketing materials, target customer analyses and clearly defined processes from the initial enquiry through to after-sales service.

Manufacturing, sample production and the showroom at the Betzdorf site provide additional assurance in planning, quality and implementation. Partners can work with SCHÄFER IT-Systems to define and review solutions and make them tangible for customer discussions.

“Our customers’ requirements for high-performance, secure and future-proof IT infrastructures outside conventional data centres are increasing continuously,” says Andreas Philipsen, Technical Leader Datacenter Building Services at SVA. “Our collaboration with SCHÄFER IT-Systems expands our ability to integrate physical infrastructure topics comprehensively into customer projects and jointly develop tailored solutions for edge, server room and data centre scenarios.”

Different levels of collaboration

The collaboration is divided into the Economy, Business and Premium partner tiers. They provide a gradual entry path and reflect different levels of maturity in the collaboration. Depending on partner status, the scope of services may include project and technical support, online training, showroom training, co-branding options, configurator leads and support for partner and customer events.

A particular focus is placed on a transparent channel approach. The systems integrator remains the end customer’s primary point of contact. SCHÄFER IT-Systems provides support as an infrastructure and project partner – either in the background or jointly visible, depending on the partner tier, customer situation and agreed go-to-market approach. Roles, lead ownership, project handovers and next steps are clearly defined.

“For us, partnership means establishing clear ground rules and jointly delivering reliable customer projects,” says Wermke. “Systems integrators should be able to tap into new market opportunities, while end customers benefit from coordinated components, clearly defined interfaces and high implementation quality.”

With SVA as the first official channel partner, the partner programme is now being introduced and further developed in practice. “With SVA, we are gaining a partner that is deeply embedded in complex IT projects and understands the requirements of modern IT environments from the customer’s perspective in great detail,” Wermke adds. “This is an important step towards establishing our partner programme in the market together with strong channel partners.”

Working hand in hand to deliver tailored IT infrastructure solutions

The partner programme is aimed at systems integrators and IT service providers specialising in cloud, data centres, managed services, networks, security or infrastructure consulting. Relevant fields of application are emerging particularly in sectors with growing requirements for decentralised IT infrastructure, including healthcare, the public sector and education, research, Industry 4.0, retail, energy and the upper mid-market.

Interested systems integrators can arrange a partner consultation with SCHÄFER IT-Systems with immediate effect. Together, the parties will assess which target segments, existing customers or current opportunities are relevant for collaboration. Further information about the partner programme and arranging an appointment is available from Lorenzo Vetter, Channel Manager at SCHÄFER IT-Systems.