Resellers could be earning 20 per cent more margin by selling carbonfootprint-reducing IT solutions above traditional services, according to vendor Sun.

The server and storage vendor is urging resellers to back the growing green initiative, claiming the channel is missing out on a significant revenue stream.

According to recent Gartner figures, the IT industry has a carbon footprint equal to that of the airline industry and accounts for two per cent of all global carbon emissions.

Earlier this year Sun launched its Sun Eco Advantage Programme (EAP), which it claimed offers resellers the tools, resources and training that they need to build their own eco IT practices.

Paul Flannery, partner sales organisation director at Sun UK and Ireland, said: “IT departments are having to use more of their budgets on energy because of higher oil prices. Sun is focusing on sustainability and delivering product value, and also on how those products are disposed of.The carbon-saving tools we are offering our partners is at no cost to them.

“The margin retention for partners is potentially 20 percent more than standard consulting and technical professional services in the marketplace,” he added.

Alastair Bell, managing director of Sun partner Bell Microsystems, agreed that there is a lucrative opportunity for the channel.

The VAR is one of a handful to attain Authorised Treatment Facility (ATF) status to handle the correct disposal of Waste Electrical and Electronic Equipment (WEEE).

“We have a system in place to help customers count carbon credits and make the whole carbon footprint issue more tangible,” said Bell.

“Sun’s EAP helps to give us a global reach which is vital from a smaller player’s perspective.”

Meanwhile, research from VAR Morse has found that just 24 per cent of UK firms have set targets for cutting their IT department’s power use.

Morse consultant Tim Turquand said: “Corporate green initiatives are very much based around recycling but when it comes to the datacentre ­ which is far more polluting­ green strategies are not in place. This is an opportunity to engage with clients.”

channelweb.co.uk @ 2008 Incisive Media