Ascom seeks to recruit new channel partners

Wireless solutions vendor to extend channel footprint in the Middle East

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Ascom seeks to recruit new channel partners Stocker says Ascom is seeking partners that have wireless, integration and strong vertical domain expertise.
By  Manda Banda Published  September 1, 2011

Wireless and communications solutions vendor Ascom is seeking to recruit more solution provider partners in the Middle East region as part of the company's channel expansion drive to support the growing demand of its wireless and security communication solutions in the region.

Ascom will be focusing its partner appointment drive primarily in the GCC countries before extending its focus to other parts of the Middle East including the Levant region.

Ascom, which specialises in wireless, network testing and security communication solutions, is seeking to appoint new partners with a wealth of experience in integration and implementing complex IT projects.

The vendor states that it's looking to work with partners that can offer a range of solutions from analysis and consulting to system design and system integration, project management, engineering and implementation, right through to maintenance and support.

The move to expand its channel base in the Middle East comes as the vendor has over the past year been focusing on channel development in the Middle East region. Currently, the company has two distribution partners Westcon which addresses the entire Middle East region and Brightstar, the sole UAE distributor.

Alan Stocker, regional director at Ascom Middle East, said the company's approach to developing and growing its channel base is twofold. "We have direct partners who are high level system integrators and the indirect partners who work through our distributors. We also have direct relationships with end-user customers mainly assisting our channel partners with demand generation activities," he said.

Stocker said Ascom is talking to partners that have wireless, integration and strong vertical domain expertise especially in the healthcare, manufacturing, oil and gas, and hospitality sectors. "As Ascom has a direct engagement with partners to help them with demand generation activities, we want to engage solution providers that will not only have the integration capabilities, but also invest in skills as well," he said.

Stocker reiterated that the company's channel drive is aimed at partnering for success to ensure that both Ascom and its ecosystem are growing the business.

In addition to the recruitment drive, the vendor has launched its Ascom Partner Programme in the Middle East region, an iniative that gives its direct partners a competitive edge in the wireless marketplace. This, says the vendor, is a truly compelling business proposition for its partners.

Stocker added that Ascom has three defined levels of solution provider partners namely Certified, Silver and Gold.

He pointed out that an Ascom Certified partner has taken the necessary commitments in integrating the Ascom wireless solution into their portfolio. "These commitments and investments will differentiate our partners from the competition and ensure that their customers will receive best-in-class solutions from us," he said.

Stocker said an Ascom Silver partner has taken the next step towards becoming a wireless solutions expert. He said these partners are expected to invest further in the Ascom training programme and increase their volume commitments. "Typically at this stage, business partners have identified the benefits of expanding their Ascom portfolio and introducing further Ascom products and applications into their client base. This creates additional client benefits, new revenue streams and also expands the addressable client market," he remarked.

Stocker said the ultimate accolade is the Ascom Gold status and as a partner at this level, you're expected to have identified the business potential in partnering with Ascom and have the wireless solution as an integral part of your portfolio. He added that Gold partners enjoy the success that comes with being a Gold partner and have increased their investment and focus working in partnership with Ascom.

He said an important part of the partner programme is the Partner Support Programme. This initiative ensures that a partner to Ascom will have professional support from Ascom wireless solutions in three main areas namely web, technical and professional services.

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