Optimus sees growth aplenty

Value-added distributor Optimus has witnessed growth in its business due to expansion into new markets and adding new vendors to its portfolio offerings

Tags: Optimus Technology and Telecom
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Optimus sees growth aplenty
By  Clayton Vallabhan Published  November 24, 2012

Value-added distributor Optimus has witnessed growth in its business due to expansion into new markets and adding new vendors to its portfolio offerings.

Optimus has been riding high this year with significant growth and revenues over the previous year, and Meera Kaul, MD, Technology & Telecommunications has been at its helm every step of the way.

Kaul said the reason Optimus has been able to grow this year is mainly due to expansion of the business into new markets and adding new vendors. This has helped the business increase its partner enablement and training programs and ensure proper inventory planning. Kaul added that the channel development programs are the reason why Optimus has achieved stronger sales and market share for vendor partners.

Remarking about the company’s focus for the rest of the year and 2013, Kaul said: “Apart from our regular portfolio of networking, telecommunications and security solutions, we are also pushing cloud and all-in-one bundled solutions. We will be working closely with our vendor-partners Avaya, Molex, Opti-UPS, Jabra, Novell, NetIQ, Swivel, Acer, Bitdefender, Suse, Quest and Netgear to work on out-of-the-box marketing and channel strategies for 2013.”

“We will continue to distribute Avaya’s unified communications, contact centre’s, data solutions and related services; Molex’s interconnect products from electronic, electrical and fiber optic interconnects to switches and application tooling;  modular UPS systems  from Opti-UPS,  innovative headset and speakerphone solutions from Jabra; authentication solutions from Swivel; simple-to-use, innovative IT management software from Quest Software; endpoint security and virtualisation security products from Bitdefender; and servers and storage solutions from Acer to name some, ” she said.

Most regional distributors saw the last two years as a challenge. Worsening local and global economic conditions were to blame. However, at a time that distributors were scaling back on their investments, Optimus went on to invest heavily in infrastructure and resources to benefit the channel.

Kaul said: “We felt the need to strengthen our operations further by offering our partners local stocking of products of certain vendors in key markets such as Egypt and Qatar, which clearly demonstrated our commitment to our customers and partners in the region, who were able to receive product and solution consulting, speedier delivery and high quality technical support closer to home from our dedicated team.”

Optimus also introduced support and training via the Optimus Academy and marketing initiatives through its marketing as a service arm, Optimus Primero. Kaul added that Optimus also supported the channel by offering value-added services such as channel partner capacity building, lead generation through inside sales desk, channel credit facilities, capacity building of channel partners through channel training sessions, pre- and post-sales support, channel enablement on new technologies and products. Optimus also offered its partners limited financial abilities to facilitate large business deals.

She explained that Optimus’ partner programme, Optimus 360 is a suite of services that enable and enhance partner revenues. It is used to provide support to partners across sales, marketing and pre and post-sales support. Optimus also provides channel partners value-added services such as mapping business process to technology, technical and product training, pre-sales and post-sales support, lead generation through its inside sales desk, marketing services and technical support services.

“We also offer our existing channel partners facilities through our Business Partner Portal to enable self-serve mode of service in a more efficient manner. Our channel business is driven by more specialised consultative solutions selling partners and has a greater focus on training and enabling end customer implementations and fulfillment. Optimus is supporting our channel to sell deeper into accounts and support technology across end customer solution implementations,” said Kaul.

Optimus will be present at its vendor partner stands at GITEX. The VAD is looking to meet regional partners and customers, as well as scout for new channel partners in countries that Optimus is looking to expand its presence, primarily Saudi Arabia, Egypt, Iraq and Afghanistan. It will also be looking for new technologies and vendors to add to its portfolio of products.

Kaul said that in the next 12-24 months she expects growth in the areas of cloud, virtualisation, security, UC and managed services. She added that more resellers will move up the value chain resulting in a more skilled channel.

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