SITA clears indirect channel for takeoff

SITA, a leading provider of IT applications for airports around the world, has announced plans to create a global indirect channel capable of pushing solutions to small and mid-sized airports handling less than five million passengers per year.

  • E-Mail
By  Stuart Wilson Published  February 3, 2006

SITA, a leading provider of IT applications for airports around the world, has announced plans to create a global indirect channel capable of pushing solutions to small and mid-sized airports handling less than five million passengers per year. SITA reckons that more than 1,000 airports fall into this category representing the potential for indirect channel sales of US$2 billion during the next five years. SITA hopes that the formation of an indirect channel will open up the availability of its product portfolio, which includes passenger and baggage processing solutions. According to SITA the typical length of an airport IT contract stands at five years. Francesco Violante, CEO at SITA, said: “We are very pleased to announce this new development in our business strategy. Small and medium-sized airports are coming under increasing pressure to upgrade their IT infrastructure fuelled by the ongoing growth in the numbers of people travelling.” “SITA is now reaching out to these airports in an innovative way which will allow them to improve the passenger experience and to make better use of their facilities. We are making state-of-the-art technology available at affordable process through VAR agreements,” he added. SITA plans to sell its products and services through its indirect channel using an application service provider (ASP) model. The ASP model will help reduce the total cost of ownership (TCO) for smaller airports, while local certified partners will be on hand to provide support and maintenance. SITA has already announced Turkish aviation operations and airport construction company, TAV, as its first partner. TAV will be certified as an exclusive reseller of SITA’s CUTE, BagManager and BagMessage products in Turkey. “TAV is an excellent example of the type of partner we are looking for at national and regional level across the globe,” said Umar Khan, VP for indirect channel at SITA. “They have a deep understanding and commitment to air transport in Turkey and we are looking forward to providing the training and building the competencies necessary for TAV staff to work successfully with our products.” SITA has also announced that companies wishing to qualify as indirect channel partners and VARs will go through a certification programme operated by Pearson VUE — a renowned computer-based testing business based in the US. SITA plans to provide its channel with ongoing training, remote support, market intelligence and also work alongside them to help build up partner competencies. SITA is one of the world’s largest suppliers of IT business solutions to the air transport industry. Based in Switzerland, SITA sales hit US$642m in 2004. The company also has two main subsidiaries: OnAir and Champ Cargosystems. OnAir aims to bring in-flight mobile telephony to the market during the course of 2006, while Champ is dedicated to the IT needs of the air cargo segment.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code