Get to know: Sabu Thomas

The biggest challenge in the region’s channel business is that the revenue models are not clearly communicated to channel partners.

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Get to know: Sabu Thomas
By  Manda Banda Published  September 13, 2013

The biggest challenge in the region’s channel business is that the revenue models are not clearly communicated to channel partners.

Sabu Thomas, VP, Channel Development & Vendor Alliances, Dvcom Technologies

What’s your career history to date? How did you end up working in Dubai?

I am the vice president, Channel and Alliances for DVCOM Technologies. I have been working with the group for the past 10 years and have been with the company since inception. Prior to this, I was involved in international marketing and corporate strategies in India for 12 years. I was lured into the channel ecosystem by one of our reseller partners.

If you could improve one thing about the channel business what would it be?

The biggest challenge in the region’s channel business is that the revenue models are not clearly communicated to partners. Developing a partnership model where education, loyalty and mind share is done with a focus to increase profitability and constantly improving service excellence and support should be top of the agenda.

What product or technology should the channel watch out for this year?

Open-source technology is what the channel should keep close focus on. There is a shift in ICT investments in the enterprise sector for Asterisk based telephony and other open source platforms. Given the number of project inquiries which we have been receiving, it has been an indicator of growing demand and acceptability of open source projects.

What is your proudest career achievement to date?

DVCOM was recently awarded Digium Pinnacle Partner Award 2013 for EMEA region and having been part of the team to receive this prize has been one of my proudest accomplishments.

What is the best piece of advice you have been given?

It’s not the product that builds businesses but the partnerships and client engagements formed that lead to successful business over time.

What is the biggest mistake you have ever made since working in the IT market?

I have encountered two challenges and these are: business development managers who are not updating their technical skills and developers without a business or commercial-orientation.

Which IT company, other than your own, do you most admire and why?

It has to be Digium because the one organisation has changed my complete perspective on business. It has creative, innovative, open-source technology that any entrepreneur can use to build a business.

What is the biggest challenge facing the Middle East IT channel?

One of the biggest challenges faced by the region’s IT channel is the inability to establish, implement and maintain long-term business strategies for the well-being of their companies and the vendor brands they represent.

What’s your favourite thing about the company you work for?

DVCOM is one “big family” with a warm working environment. The company has a visionary management that has prioritised training, education and close client alliances.

What sort of interests do you have outside of work?

I am an avid reader and enjoy reading books on Apologetics and comparative world religions.

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