Solutions selling

Motorola is aiming to move forward with its channel partners as the company urges resellers to embrace solutions selling. Tariq Hasan, regional sales manager at Motorola Solutions Wireless Network Solutions, MENA explains

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Solutions selling
By  Manda Banda Published  December 27, 2012

Motorola is aiming to move forward with its channel partners as the company urges resellers to embrace solutions selling. Tariq Hasan, regional sales manager at Motorola Solutions Wireless Network Solutions, MENA explains.

CHANNEL: What is Motorola’s channel strategy for the Middle East and North Africa market and how is the company developing its channel base?

Tariq Hasan: Motorola Wireless Networking Solutions is a channel-centric organisation in the MENA region. The company works closely with its distribution partners to reach out to companies who focus on IT solutions and services to satisfy the demand for wireless LANs across the region.

CHANNEL: What is Motorola’s vision for the Middle East IT market?

TH: The Middle East IT market is quite a mix of areas, some of which are very advanced in IT implementations while others are very price sensitive. Motorola’s broad wireless product portfolio can address the needs of almost any opportunity, from a single access point to a distributed wide area network. Motorola aims to move together with its partners from being a traditional hardware vendor to a solutions provider offering additional services including managed services and solution integration services beyond hardware products.

CHANNEL: When did Motorola partner with Mindware for the Middle East and what was the main reason of selecting the regional distributor?

TH: Mindware has just been signed up as a regional distributor for our Wireless Networks Solutions products. Motorola felt the need for a distributor with a strong presence, a well-developed distribution channel and with good experience in the networking space. We believe we have found an excellent partner in Mindware.

CHANNEL: Which market verticals and geographies is Motorola hoping to tap into with this tie-up with Mindware in the MENA region?

TH: There is a long list of verticals, which include hospitality, healthcare, retail, transport and logistics, and education. The region which is a key focus and target market is the MENA.

CHANNEL: What has been Motorola’s focus for 2012 with your channel partners (distributors and resellers) across the Middle East region?

TH: The main focus has been on growth. Wireless networking is a high-growth industry and our focus is to gain more market share beyond organic growth across the markets we address in the Middle East.

CHANNEL: How is Motorola raising its brand in the regional channel?

TH: There are several initiatives. We are holding road shows, actively recruiting partners, introducing sales promotions, releasing case studies and supporting events targeted towards specific verticals.

CHANNEL: How challenging has the Middle East wireless networking market been for Motorola in the last three years?

TH: The economic slowdown and political situations have been challenging for business in general. However Motorola Solutions has reported strong growth in the region over the past three years.

CHANNEL: Aside from Motorola’s ongoing efforts to empower partners through your various partner initiatives, what role is expected from your distribution partners going forward in the Middle East?

TH: We expect distributors to contribute towards channel development and fulfilment. We also anticipate our distributors will play an active role in developing the channel including recruiting new reseller partners, relationship management and partner enablement.

CHANNEL: From the technology solutions that Motorola offers the regional channel, where do you expect the maximum growth to come from in the next 12 months?

TH: Wireless LANs as a whole are experiencing good growth globally. We expect this trend to continue here in the Middle East. With the proliferation of wireless devices such as tablets and smartphones the demand for wireless networks and associated technologies will be high for the foreseeable future in the Middle East region.

CHANNEL: What can your channel partners (distributors & resellers) expect from Motorola in the next 12 to 18 months in the Middle East region?

TH: Our partners across the region can count on our commitment to them and the market. Motorola Solutions has a great, industry-leading product portfolio to offer, including services which we are taking to the market along with our channel partners.

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