Turn A Profit
Reseller Middle East|July 2017

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.

Turn A Profit

One of the oldest problems for regional channel partners have been sustaining profitable businesses. With eroding margins, resellers now have to establish new strategies in place to ensure their operations stay more than just afloat. However, this is not as easy as it may sound.

Before devising strategies to become and remain profitable, a partner needs to first identify the reasons behind not being able to sustain this.

Zacky Vaz, regional channel manager, Fortinet, says, “Traditional channel partners often lose out for not acquiring specialised skill sets to deploy and support advanced technologies, which can help to drive profitability. Some of the key factors affecting partner profitability include budget constraints with end customers, longer sales cycles and competition.”

According to Elie Dib, senior managing director, METNA, Riverbed, profitability can be impacted by partners’ willingness to change.

He explains, “From the customer and even the vendor perspectives, business models have transformed in the last four to five years. Distributors have been adjusting to these changes but so far, the channel has been content to wait. They hope to invest at the right time when they gain a ‘clearer picture’ but need to recognise that by the time they choose to do so, it could be too late.”

Another reason thwarting partners’ profitability is also because of low availability of channel finance.

Dib points out that in mature markets, it is common for resellers to secure financing from banks. “However, traditionally, in the Middle East, it is the value-added distributors (VADs) that finance large deals. This makes resellers highly dependent on them. The performance of the VADs therefore is one of the most significant factors affecting the availability of credit in the channel.”

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.

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.

FLERE HISTORIER FRA RESELLER MIDDLE EASTSe alt
Distinctively Different
Reseller Middle East

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.

time-read
5 mins  |
September 2017
Serve To Lead
Reseller Middle East

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.

time-read
3 mins  |
September 2017
Seek The Silver Lining
Reseller Middle East

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.

time-read
3 mins  |
February 2018
Public Promise
Reseller Middle East

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.

time-read
3 mins  |
February 2018
Akyumen Inks Partnership With Dubai's Sands Distribution
Reseller Middle East

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.

time-read
1 min  |
February 2018
Deploying Software-As-A-Service
Reseller Middle East

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.

time-read
3 mins  |
February 2018
Optoma Signs Up Redington For The Gulf Region
Reseller Middle East

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.

time-read
1 min  |
November 2017
The NotPetya Outbreak
Reseller Middle East

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.

time-read
3 mins  |
July 2017
Reseller Middle East

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.

time-read
5 mins  |
July 2017
Reseller Middle East

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.

time-read
4 mins  |
July 2017