Targeting the Greenfields
Open source VoIP and networking solutions distributor, DVCOM Technology is on a mission
Open source VoIP and networking solutions distributor, DVCOM Technology is on a mission. The distributor wants to expand into greenfield territories in the Middle East and Africa market. Renjan George, MD, DVCOM outlined the company’s plans.
Looking to tap into uncharted markets like Iraq, Libya, Egypt, Nigeria, Kenya and other African countries in 2013, specialist networking solutions distributor DVCOM Technology is on a mission.
Since setting up operations in the Middle East in 2007, DVCOM has focused on providing a complete range of professional products and services, and assists organisations with the assessment, design and implementation of professional IP communications solutions.
Today, DVCOM has not only grown its clout and solutions array, but the technology arm of Al Mashka Group, a UAE-based conglomerate has developed expertise in enterprise systems essential for any organisation to ensure maximum efficiencies in their operations.
Renjan George, MD, DVCOM Technology, said from the onset, the company’s focal point was to partner with vendors that have comprehensive offerings that would compete with proprietary IP-based communications solutions. George said as the company was formed to work with a network of channel partners, it wanted to ensure that solutions it was bringing to market where adding value to the bottom line of channel partner businesses. “DVCOM is recognised today in the industry for its experience, which is the delivery of IP telephony and networking solutions through an extensive partner network,” he said.
George said to ensure the successful and efficient execution of projects, DVCOM continuously conducts in-house trainings and programmes for its partners to keep them up-to-date and well informed on technology and industry trends.
With business having been challenging over the last couple of months, George said DVCOM has experienced a tremendous growth ratio since its inception, and the company has continuously added to its growing list of vendors to offer a one-stop-shop for products and solutions for voice, video and data.
As the authorised distributor of Asterisk/Digium, DrayTek Vigor, Snom, Media5, CyberData, ViaScope, Patton, D-link, Vu TelePresence, Yealink, Maipu and Matrix, DVCOM has one of the most solid VoIP and networking solutions in its stable.
George said all the vendor partners that the company represents are aggressive in the market and are at the forefront of assisting with marketing awareness programmes and campaigns. “Apart from the market development fund (MDF), they take active participation in all exhibitions, road shows, print and on-line marketing activities,” he said. “They also support us in technical training, project consultancy, warranties, RMA and custom development for channel partners and their clients.”
He explained that although DVCOM Technology doesn’t have a partner programme per se, it has a tiered structure of Registered, Select and Diamond level partners. George added that the company offers specialised training to channel partners, enabling them to develop their expertise that in turn empower them to increase business scope and opportunities. “We engage with our channel partners on a regular basis by conducting roadshows, training sessions, partner meets and participating in various trade exhibitions like GITEX,” he said. “We also have active partner support plans to assist them in providing a range of services and boost their sales pipeline.”
George said as partner education continues to gain appeal among resellers in the region, DVCOM’s strategy has been to refocus on a few key partners that have already developed necessary skills in the open source communication space.
Since DVCOM’s focus is on SoHo, SMB and mid-segment market, George pointed out that the company is looking for SIs and VARs that are into voice applications, data networking and audio-visual partners for telepresence solutions already catering in these market segments in the region.
While the the Middle East IT channel has been steadily progressing toward market maturity, George said DVCOM still has challenges with open-source for voice applications because the channel in the Middle East is not equipped to handle a turn-key project based on Linux platform. “The business opportunities and potential for cost-effective solutions are tremendous in the region and our endeavor is to educate and equip the channel partners in this region,” he said.
That maybe the case, but DVCOM has also developed a strategy aimed at helping it to tap into new emerging markets. “We are currently focusing on growing our business in Saudi Arabia and Qatar,” he said. “KSA is a market which is known for its resistance to jump to new technologies as they prefer to rely more on proven established technologies. But recently that trend is changing with the new IT-savvy generation adopting new solutions. There is also investment from government in education and healthcare.”
George added that DVCOM is serious about expanding its reach into unexplored markets in the Middle East and Africa. “We are looking to set-up operations in markets like Iraq, Libya, Egypt, Nigeria and Kenya in the coming year. We have plans to have a branch office in Iraq by mid of 2013,” he said.