Sun signs CNS as authorised reseller

Sun Microsystems MEA has appointed UAE-based Computer Network Systems as a Sun Authorised Reseller, as the vendor revamps its channel in the region.

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By  Mark Sutton Published  June 9, 2001

Sun Microsystems has appointed Computer Network Systems (CNS) as an approved Sun Authorised Reseller. The partnership marks is the first step in Sun’s program to restructure its channel operations in the Middle East and Africa region, as the company aims to promote solutions providers that are capable of working on a regional basis, rather than just country-specific resellers.

UAE-based CNS has completed training to become a Sun Workgroup Solutions Reseller and is undergoing training for Enterprise Solutions Provider status. In keeping with the new channel strategy, CNS will focus primarily on supplying telcos, oil & gas and e-government solutions with Sun.

“Our partnership with Sun Microsystems is an extension of our core philosophy of associating with leading IT companies both locally and globally,” commented Tony Alam, general manager of CNS. “Companies are not looking anymore for partners that only push boxes, they are looking for a local partner which has added value services, understand the customers requirement, and addresses the customers requirement instead of just moving boxes to them. Today CNS, and the years of expertise that we have, is able to put all these values together, and we are in a position today to tell our customer ‘this is what you need.’”

Alam said that CNS would be able to use the UAE as a hub to grow out into the region. “Basically Dubai has become the hub of IT in this part of the world, and as the international systems integrators in the past moved from the US and Europe to this part of the world, we are today in a position to move from the UAE to the world.”

Sun is hoping that more of its reseller partners will follow this model, according to Manual Makki, channel and marketing manager, Sun Microsystems Middle East & Africa. He plans to reduce the number of reseller partners in the whole MEA region to around 20, to simplify the channel and allow partners to operate at reasonable margins in vertical sectors.

“Unlike the traditional distribution model, where every partner within a certain geography was selling to all industries, the partners will start focusing on what they can do the best,” he explained. “But the focus will be on solutions on a regional basis, and not on a country-basis or a city basis. It has to be a win/win situation, it has to be a guaranteed margin for our partners, so we will work more and more on ensuring market share and margins for our partners - this is the only way to guarantee their growth, and to push them further and further into investing in Sun technology, as much as we can.”

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