As a value-added reseller (VAR), you're on the hook for solving whatever problems your customers bring you.

Off-the-shelf gear can only do so much - especially in the telecom world, where nuanced requirements like ground isolation, private labeling, complex integration, and field-rugged reliability can make or break a deal.

In a recent conversation with a reseller evaluating our equipment, I heard a familiar set of concerns:

• They needed to handle different grounding configurations without risking blown fuses.
• They wanted to place their own brand front and center.
• They were working with specialized protocols that standard remote telemetry units (RTUs) don't always support.

Sound familiar? If you've been in business for even a short time, you know how tough it can be to satisfy every unique client request. That's especially true on tight timelines.

The good news is that DPS thrives on customization. We don't believe in "one size fits all," because in the real world, "one size" rarely does fit all.

Let's walk through the core issues that can hold you back. I'll show you how our in-house engineering, manufacturing, and support teams help you solve them.

You'll also see direct quotes from a call with one of our reseller partners, giving you a behind-the-scenes look at how we discuss these issues in real time.

The Challenge: Meeting Diverse Client Needs as a Reseller

Off-the-shelf products often can't address complex projects - especially those involving legacy infrastructure or unique environmental conditions.

As one of our resellers put it during a recent call:

"We renewed the request last year because there was an RFQ from the same customer, but then it went to nothing... I'm just curious to know what you have, in case something pops up."

That's the reality for many VARs: you never know when a request for an unusual specification will drop into your inbox. Your reputation hinges on quickly delivering a solution - even if it requires custom engineering or specialized knowledge. That's precisely the use case that we built DPS to support.

Specific Technical Requirement Example: Ground Isolation

For telecom sites, small differences in ground potential can cause huge headaches. One reseller told us about an incident where "the supplier of microwave radio changed their design... it was not GI [ground isolated], and it created a short."

Situations like that can lead to inaccurate sensor readings, damaged components, and (often worst of all) frustrating troubleshooting sessions.

Why Ground Isolation Matters

• Sometimes, You Have to Know When to Break the Rules: Most DPS RTUs ground through the chassis for maximum resilience. If you have the choice, we recommend setting up your site's power to support this design. Unfortunately, you don't often have the luxury of designing a greenfield site for your customer. That's when other options, like ground isolation, can become hard requirements.
• Preventing Ground Loops: In telecom, negative 48 volts is a standard power supply, but some sites run positive 24V or even multiple voltages. Floating these supplies or ensuring they're properly isolated can avoid ground loops that fry equipment or create false alarms.
• Avoiding Voltage Shifts: If the positive rail is tied to chassis ground (and you already have a separate battery ground), you can wind up with conflicting references. "We typically do not recommend connecting the positive to the chassis at the device level," one reseller told me, "because you create loops."

How DPS Can Help You

• GI (Ground-Isolated) Versions: We offer ground-isolated models of many of our RTUs, including the NetGuardian family. As I explained on the call, "You would just make sure to specify ground isolated if you were to order any of these devices."
• In-House Testing: DPS performs EMI, power cycling, and temperature-stress tests in our own facility. We can confirm whether a specific build meets your environmental needs (ex. extreme cold or unique electrical situations).
• Direct Engineer Consultations: Our experts talk to you about the exact site conditions to eliminate guesswork. "Just let us know what you're trying to accomplish," I tell every reseller and end user. "We'll either have something in the catalog, or maybe we'll make something new."

Ground isolation ensures your final deployment won't blow fuses or yield incorrect analog readings the first time your client powers up the system.

Private Labeling to Match Your Branding

Many VARs want to showcase their own brand while still harnessing proven hardware and software from a trusted manufacturer.

As your clients grow, they remember and trust you (the one who solved their problems) instead of only the manufacturer. That's why private labeling is so powerful.

DPS's Private Labeling Options

• Custom Branding on Hardware: We can print your logo and adopt your color palette on our equipment enclosures. Want a different coat of paint or your brand name on the faceplate? That's easy for us, since we do all our metalwork and powder-coating in-house.
• Firmware and Interface Tweaks: Need a certain branding style or special language in the web UI? Because we develop the software ourselves, we can integrate your brand identity or even rename certain features to align with your product line.
• White-Label Documentation: When you deliver equipment to a client, the user manual and quick-start guide can carry your name and style. It's a cohesive, unified package that bolsters your professional image.

Private labeling helps you stand out in a crowded market and keeps your client loyal to you. We'll do the work. You can take all the credit.

In-House Engineering: Customization for Your Toughest Challenges

DPS handles circuit board design, surface-mount assembly, metal cutting, powder coating, and final testing all under one roof in California.

Why does that matter to you as a VAR? Because you can ask us for custom changes and not wait months for multiple third-party suppliers to figure something out.

Real-World Customization Examples

1. Protocol Support:
   We can incorporate Modbus, DNP3, SNMP (v1, v2c, v3), ASCII, and dozens of other protocols into our T/Mon master station and RTUs. One reseller asked, "Are you compatible with Modbus?" and I confirmed, "Yes, there are many different protocols... we see a lot of generators or solar systems that use Modbus." That's a game-changer if your client's existing gear isn't straightforward SNMP.
2. Physical Form Factor:
   During the call, our rep demonstrated how we can compress an RTU design or expand it to fit fuses, AC/DC power inputs, or multiple serial ports. "We are one request away from making something new," he explained. If your site has limited rack space or needs an unusual bracket, we can likely build it.
3. Feature Development:
   From toggling generator relays (based on voltage thresholds) to custom contact closures, our team can add specialized functionality. One partner joked, "I see that the power is going down to 47, so I guess you're able to control something and start the generator?" Absolutely. Our Derived Controls can automate that logic in the RTU itself, or you can trigger it via T/Mon.

With everything done in-house, you get faster prototyping, better communication, and a final device that meets your exact specs.

Smooth Integration with Third-Party Equipment

A critical requirement for VARs is ensuring that any new system plays nicely with existing infrastructure. You can't always rip and replace everything. That's especially true if your client has large capital investments they're unwilling to discard.

How DPS Simplifies Integration

• Protocol Mediation: Our T/Mon master station supports over 30 protocols, from legacy ASCII to modern SNMPv3, letting you fold older gear into a contemporary monitoring framework.
• Customizable I/O: We handle analog sensors (temp, voltage, current), discrete alarms, serial devices, and more. Combine contact closures with Modbus readings in a single RTU, so you're not juggling multiple boxes.
• Plug-and-Play Connectivity: RJ-45, RJ-12, DB-9 - our devices support widely used connectors. One of our resellers said, "So you have a Modbus connector for RS-485? That's great," because it meant minimal re-cabling at the site.

We're not just about building new hardware. We're will help you bridge your old hardware with your new hardware, so everything "works as one system."

Full Tech Support for VARs

When you choose DPS as a partner, you get far more than a box with blinking LEDs. We collaborate with you at every stage, from designing the solution to helping you close the sale:

1. Pre-Sales Engineering:
   We'll analyze your customer's requirements and propose the best RTU, protocol configuration, or add-on modules. This makes you look great in front of your client because you bring an expert solution, not guesswork.
2. On-Site Assistance:
   If you need help commissioning a system or troubleshooting a rare issue, DPS can dispatch engineers to your location. This is especially useful for delicate, high-stakes deployments on tight timelines. We want to get everything right the first time.
3. Factory Training:
   We offer in-depth training sessions so you can fully master T/Mon and the NetGuardian (or TempDefender, or other) RTUs. Confident installers mean smooth projects and happy customers.
4. Dedicated Account Management:
   Each VAR is paired with an account manager who ensures your orders, customizations, and any post-sales support move quickly.

Future-Proof Solutions for Long-Term Success

Technology is never static. Your clients expect equipment that can adapt to new requirements. That might mean adding more analog sensors, bridging to a new SCADA system, or scaling from a single site to dozens.

Scalability to Meet Growing Needs

• Expandable RTUs: Products like the NetGuardian 832A offer expansion units, so your client can start small and grow.
• Modular Design: Some DPS systems often feature swappable cards or optional modules (like adding SNMPv3 encryption or more serial ports) without scrapping the entire device.
• Trade-In Credit: Get fractional trade credit (usually 30%) when you trade in an older DPS device for a new one, even if it's non-functional or even fried by lightning.

Reliable Hardware Built to Last

• Rigorous Testing: We do power-surge testing, EMI anechoic chamber scans, thermal cycling (down to -40 C in some cases), and more. One reseller mentioned being "up north," where temperatures can drop below -37 C, so we make sure our gear can handle extremes like that.
• Extended MTBF: Many of our products achieve a mean time between failures (MTBF) of over 60 years. That means fewer site visits, fewer headaches, and more trust from your clients.

Ongoing Firmware & Software Improvements

We don't just build and forget. Our team updates firmware, adds new device modules, and stays current with evolving industry protocols.

Direct Quotes from a Real VAR Conversation

To give you direct examples of our approach, here are a few highlights from my recent sales call with a new VAR:

1. On Ground Isolation:

VAR: "In telecom, we typically do not recommend connecting the positive to the chassis... We do it one time only at the battery level. Positive and negative must be floating."

DPS: "Just be sure to specify ground isolated or 'GI' when you order. We build them that way regularly. It doesn't affect the price much."

2. On Protocols:

VAR: "So you have Modbus also? Are you compatible with Modbus?"

DPS: "Yeah, we see a lot of generators, solar systems using Modbus. We can incorporate that. Both NetGuardians and T/Mon support Modbus."

3. On Private Labeling:

DPS: "We cut and bend metal in-house, so we can do custom paint or logos. If you want your brand on the front, we can do that."

4. On the T/Mon Master:

VAR: "Is [T/Mon] an alarm master, like a server? I'd have seen it as a computer."

DPS: "Yes, it's a Linux-based server with a web interface that multiple users can log into simultaneously."

5. On Complex Projects:

DPS: "Sometimes we'll design a device specifically for a single use case. If you can get to around 10 or 11 units, we can usually justify a new build without an extra fee. We do a prototype, ship it, and if it needs tweaks, we make them before final production. Everything is guaranteed, so we don't want to build 11 units that you're going to return. And you certainly don't want us to waste your time building something that doesn't work."

Delivering Value to Your Customers

For any VAR, the ultimate goal is to satisfy client needs while carving out a profitable niche. By partnering with DPS, you position yourself as a one-stop shop for many custom-tailored solutions, including the specifics we've discussed here today:

• Ground-Isolated Hardware that prevents catastrophic shorts.
• Private-Labeled Equipment that reinforces your brand.
• Custom Protocol Integration to unify legacy and modern devices in a single platform.
• Long-Term Reliability that saves clients money and time over the product life cycle.
• Many other elements that can be changed to meet your customer specs.

When your customers realize you can handle tricky site conditions, support older protocols, and still deliver modern, web-based solutions, they'll keep coming back - and they'll spread the word about you to others. Trust me. I know. The majority of DPS sales are direct to the end user, so we've necessarily learned about their common use cases.

Talk to DPS Now to Get Started

DPS isn't just a vendor. We're your partner and committed to your success. Whether it's ground isolation, private labeling, bridging a bizarre legacy protocol, or any other tricky goal - we're ready.

Because we do everything in-house (software development, metal fabrication, circuit board design, final assembly), you can count on direct access to our engineers instead of a long chain of sub-suppliers.

If you're ready to differentiate your offerings, expand into new markets, and truly solve your customers' specialized problems, we'd love to help you.

Call DPS at 1-800-693-0351 or email sales@dpstele.com.

You deserve a technology partner who'll stand with you from initial quote to final deployment and through years of post-sale support.