Bridging the channel

Renjan George, managing director at DVCOM Technology talks about the company’s alliance with Matrix ComSec and how it is building a solid channel base in the telephony segment in the Middle East and North Africa region.

Tags: DVCOM Matrix Comsec (www.matrixcomsec.com)
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Bridging the channel
By  Manda Banda Published  September 3, 2012

Renjan George, managing director at DVCOM Technology talks about the company’s alliance with Matrix ComSec and how it is building a solid channel base in the telephony segment in the Middle East and North Africa region.

CHANNEL MIDDLE EAST: As a channel partner for Matrix Comsec, what is your vision for the company in the Middle East?

RENJAN GEORGE: In the Middle East, the customers these days prefer a single box solution that offers multiple telephony networks connectivity as an integral part of the solution. In addition, the Middle East market is showing an increasing trend towards different gateways and ATA’s.

CME: What is DVCOM’s channel strategy in the Middle East region and which markets does the Dubai office cover?

RG: DVCOM has been aiming to be a partner preferred value-added distributor (VAD). We intend to do this by maximising partner’s profit from product selling and projects delivery. DVCOM has optimised its go-to-market with a wide range of product offerings covering the different needs of the IP communication and Networking infrastructure needs of the SMB/SME market.

CME: What is DVCOM all about? Take us through the company’s offerings and how you engage with channel partners in the Middle East?

RG: DVCOM is a VAD for telecommunications, networking and security solutions. Some of our vendors are Matrix Comsec, Digium, Snom, Draytek, Mediatrix, Patton, Vu Telepresence and Viascope. We offer specialised vendor and in-house trainings to develop their expertise and empowering them to grow their business.

CME: What is the most pressing distribution issue at the moment?

RG: As a VAD for technology products the big challenge is the constant evolving of technology and the investment which is involved, which sometimes can be expensive. The vendors also want to make sure that their partners (distributors and resellers) are positioning their products correctly otherwise the value of the offering is lost.

CME: How has business been since the start of the year?

RG: We have had a very promising start this year with us doing almost 75% of last year’s business ending Q2. Service providers in the region have started showing interest in our product offerings and we have also done proof of concept (POC) with them which has been successful.

CME: What has been the company’s focus for 2012 and what can your reseller partners expect going forward in the region?

RG: Being a VAD with multi vendor offerings, we have a wide range of products in our portfolio and our focus this year is to manage the right channel to sell the right products to the right customer. We are also refocusing on a few key partners that have already developed their technical skills especially with the telephony platform and are ready to take on unified communication (UC) projects.

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