Partner Background
RTK partnered with a regional system integrator who supports a portfolio of high-profile enterprise customers evaluating and executing large-scale cloud migrations.
Across these engagements, the on-premise environment represented both a barrier and an opportunity. Legacy infrastructure carried ongoing cost and risk, while retaining residual value that could be unlocked to help fund the transition to cloud.
Challenge: Removing the Financial Barriers to Cloud Migration
For enterprise customers progressing large-scale cloud programmes, migration economics were being impacted by two significant cost pressures: ongoing OEM support renewals and capital locked within infrastructure that would become redundant during transformation.
As OEM contracts approached renewal mid-migration, customers risked committing to multi-year support agreements that could outlive the hardware. At the same time, residual value within server, storage and networking estates remained unrealised.
These financial pressures created friction in migration business cases, delaying decisions and limiting the ability of the partner and hyperscaler to bring cloud commitments forward.
Solution: Converting Legacy Infrastructure Costs into Migration Funding
RTK brought commercial certainty to the migration equation by combining infrastructure valuation, hardware buyback and on-premise cost optimisation across the migration window.
The engagement included:
- Secondary-market valuations across server, storage and networking estates
- Structured hardware buyback of retired infrastructure
- On-premise cost optimisation aligned to migration timelines
- Transition of in-scope equipment from OEM support to third-party maintenance (TPM)
- TPM coverage typically priced 50–70% below OEM renewal pricing
- Flexible support periods aligned to the remaining life of the infrastructure
This enabled legacy environments to remain fully supported for exactly as long as required, without locking customers into OEM contracts that extended beyond the migration timeline.
Combined with structured asset buyback, RTK converted two major migration cost drags, support renewals and stranded asset value, into funding for the transformation itself.
Enabling Flexible Partner-Led Delivery
Engagements were delivered flexibly according to the customer relationship.
RTK operated white-labelled under the partner’s brand where the engagement required the system integrator to retain full ownership of the customer relationship. Where RTK’s specialist positioning added value, engagements were delivered through a joint-sell model.
This gave the partner access to RTK’s valuation, infrastructure recovery and support optimisation capabilities while maintaining control of the wider customer relationship.
Outcomes: Accelerating Cloud Commitments and Creating Shared Value
The engagement delivered measurable outcomes across RTK, the partner, the hyperscaler and end customers:
- $67M USD in cloud commitment signed, accelerated by asset recovery and support-cost savings funding the transition
- $750K in joint business generated between the partner and RTK
- $400K in savings passed directly to end customers through buyback proceeds and OEM-to-TPM support reductions
- Legacy infrastructure maintained under flexible support during migration
- Residual infrastructure value converted into cloud migration funding
- Stronger financial business cases enabled the partner and hyperscaler to bring cloud opportunities forward
Conclusion
This engagement demonstrates how infrastructure economics can become a practical lever for accelerating cloud transformation.
By combining secondary-market valuation, hardware buyback and third-party maintenance optimisation, RTK enabled the system integrator to strengthen migration business cases, reduce customer cost and unlock funding from existing IT estates.
The model created shared commercial value across the partner ecosystem while helping enterprise customers move to cloud without unnecessary OEM commitments, stranded asset value or avoidable cost pressure.
