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.
GCC governments are in the midst of ensuring they are at the forefront of digital transformation, which is increasingly becoming a priority for most organisations. Government initiatives such as Saudi Vision 2030 and the UAE Vision 2021, are possible only with increased investments in IT and if technology is made the fundamental point of its success.
Channel partners have a massive opportunity in this setting to help implement IT solutions that will enable and meet the digital transformation goals. However, partners must identify their strengths and develop strategies to differentiate their offerings to become a partner of choice with a government organisation.
Savitha Bhaskar, COO, Condo Protego, says, “In a crowded field of generalist systems integrators and resellers in the Middle East, the top channel partners need to show government organisations that they have both the technology expertise and the experience driving success with public sector enterprises.”
Sanjay Ahuja, vice president, MEA, AGC Networks, says systems integrators will need to devise tailor-made solutions to tackle the needs of this sector. The technology demands of government establishments are ongoing and often vary in scope and size, and their requirements are stringent.
“They are also trend setters for digital transformation, for example, UAE government’s Smart Dubai Government initiative. This challenges suppliers and systems integrators to offer niche and customised solutions to address their needs,” he says. “They must offer value-added services rather than concentrating on selling products. Playing the role of a ‘solutions provider’ rather than a ‘products distributor, is what will set a systems integrator apart from the rest of his competition.”
But how can a reseller really get down to achieving this?
Denne historien er fra July 2017-utgaven av Reseller Middle East.
Start din 7-dagers gratis prøveperiode på Magzter GOLD for å få tilgang til tusenvis av utvalgte premiumhistorier og 9000+ magasiner og aviser.
Allerede abonnent ? Logg på
Denne historien er fra July 2017-utgaven av Reseller Middle East.
Start din 7-dagers gratis prøveperiode på Magzter GOLD for å få tilgang til tusenvis av utvalgte premiumhistorier og 9000+ magasiner og aviser.
Allerede abonnent? Logg på
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.