In a competitive marketplace, only those firms who dare to distinguish themselves through innovative initiatives and ensures they are at the forefront of change can hope to flourish over the next decade. Janees Reghelini caught up with Ramkumar Balakrishnan, president, Redington Value, to discover how the firm aims to redefine distribution.
The regional distribution space has undergone several stages of changes over the years. One of the most notable differences has been the shift to solutions-based distribution model rather than a products-focused one. While this has transpired gradually, the transformation is now tangible.
Having been through this journey over the last 11 years of operations, Redington Value is determined to redefine the space and orchestrate the elements for its next phase.
Ramkumar Balakrishnan, president, Redington Value, says, a solutions’ distributor is someone who engages in an outcome based sale. The ability to actively combine three different vendors’ offering into one comprehensive solution to effectively address a customer’s requirement is what solutions distribution is all about.
“Many believe solutions distribution is like old wine in a new bottle but that’s not the case,” says Balakrishnan. “This transformation is happening; however, the industry must have people who can understand, create and go-to-market with a genuine proposition.”
Understanding the dynamics of the new era of IT distribution, the firm has worked towards building its portfolio of offerings in the regional market over the course of this year. It has grown its operations in all the territories it covers and on boarded new vendors such as Palo Alto Networks, Nokia, Seclore, StorageCraft, Gemini, Nexthink and gone mainstream with Huawei. The company has also escalated its focus in the security, cloud and hyper converged space.
“From a strategic point of view, two key initiatives stand out – one is setting up of our consulting arm, Citrus Consulting, which is now a DIC company,” he says. “The second is that our aggregation and auto provisioning platform, Cloud Solution Provider, will go on general availability by the beginning of this month, which is a big win for us.”
Esta historia es de la edición September 2017 de Reseller Middle East.
Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.
Ya eres suscriptor ? Conectar
Esta historia es de la edición September 2017 de Reseller Middle East.
Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.
Ya eres suscriptor? Conectar
Distinctively Different
In a competitive marketplace, only those firms who dare to distinguish themselves through innovative initiatives and ensures they are at the forefront of change can hope to flourish over the next decade. Janees Reghelini caught up with Ramkumar Balakrishnan, president, Redington Value, to discover how the firm aims to redefine distribution.
Serve To Lead
In a landscape where margins are increasingly declining and hard to sustain, partners are discovering that services offer an opportunity to supplement their business. Reseller ME speaks to experts to learn how the channel can differentiate through a strong services offering.
Seek The Silver Lining
Jan Ursi, EMEA director of channel, Nutanix, advises channel partners to create digital services based on cloud technologies that can benefit organisations.
Public Promise
As a publicly listed firm Avaya International’s first priorities are to enable partners to maximise the accelerated innovation it aims to bring.
Akyumen Inks Partnership With Dubai's Sands Distribution
Akyumen, manufacturer of electronic and mobile technology products globally, has signed up Sands Distribution as its GCC distributor, as part of its global go-to-market strategy.
Deploying Software-As-A-Service
In the Software-as-a-Service (SaaS) model, third-party providers host applications and ensures it is accessible to customers. As one of the main categories of cloud computing, SaaS along with Infrastructure-as-a-Service (IaaS) performance have been driving growth over the course of last year.
Optoma Signs Up Redington For The Gulf Region
Optoma, a global projector brand has appointed Redington Gulf, the regional services and solution provider for manufacturers of IT, telecom and digital lifestyle products, as its authorised distributor in the Gulf region.
The NotPetya Outbreak
Mohammad Tabbara, senior systems engineer, UAE and Channel, Infoblox, discusses the recent ransomware attack and how channel partners can help customers to stay on top of their cybersecurity solutions.
A Fine State
Recent Gartner report revealed that governments in the Middle East and North Africa markets are expected to spend $11.6 billion on IT products and services in 2017. In such a scenario, we speak to experts to discover how resellers can customise their offerings and approach to be the preferred partners for the regional government sector.
Turn A Profit
Sustaining profitability is one of the key issues that Middle East channel players continue to have today. Profitable partners are essential to the success of a vendor’s business. But with declining margins and difficult market conditions, resellers are increasingly finding it hard to be lucrative. Reseller Middle East speaks to channel managers to learn their strategies to ensure partners are profitable.
