Titans of Transformation

Dubai-headquartered Global Distribution is pledging to transform the regional channel landscape with bold partner initiatives it says will enable it to reach the $2bn revenue turnover in the next three years.

Tags: Global Distribution FZE (www.globalfze.com)
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Titans of Transformation
By  Manda Banda Published  May 16, 2014

Dubai-headquartered Global Distribution is pledging to transform the regional channel landscape with bold partner initiatives it says will enable it to reach the $2bn revenue turnover in the next three years. Manda Banda spoke to the company’s new management about how this global distributor is ramping up its business to take a bigger share of the regional market.

Dubai-based Global Distribution is one of the few names in the Middle East IT distribution space, with a global presence and a business that was worth $1bn in fiscal year 2013 alone.

Established back in 2001, and with operations in India, Middle East, Africa, Europe, North America, Central and Latin America, the company is one of the few Middle East distribution players operating across six continents.

Its subsidiaries in the Middle East include Global Solutions; a strong distribution solutions division, Tech Forte; a systems integration operation and Active IT Distribution FZCO, a traditional IT volume business that has tier-one and tier-two brands.

VM Chandrasekar, MD and CEO, Global Distribution Group, said although it has taken the company 13 years to reach the $1bn revenue milestone, the vision now is to reach the $2bn top line target in the next three to four years but at the same time being able to return the highest ROI on the invested capital. “It has taken more than a decade to reach the current goal and we want to emerge as one of the fastest growing technology companies on a global basis,” he said. “We are not boxing ourselves as a mobility distributor or IT suppleir, but we have chosen to use the term technology distributor as it includes everything from IT, mobility and lifestyle technology products.”

Global Distribution is in full speed building its business in the region and it is planning to put more into local growth. In order to achieve growth and attract more resellers, systems integrators and solution providers, the company is focusing on talent acquisition, investing in vertical solutions, territorial expansion in the MEA region and launching its own private label business.

To this end, the company has hired industry veterans Mario M. Veljovic as vice president for the Solutions business in MENA, Parvez Ahmed as executive director, an industry veteran and turnaround strategist who is in-charge of the territorial expansion and Laurent Journoud, vice president, Sales and Marketing, whose key role is to develop the franchises and vendor management in terms of IT, mobility and lifestyle technology offerings.

“One of the main things that I am trying to do at my level as the group MD and CEO, is to build the middle management layer in the company because this is important especially when you keep growing at the pace we have been growing. You need to be able to sustain the growth and structure it in a certain format,” he said.

Chandrasekar said that is why partners are seeing the kind of people that the company has brought onboard. “The flurry of talent acquisition in such a short period of time is not meant to make our channel partners wonder what Global is doing but should been seen in light of the transformation, the company has embarked on to attain and sustain the growth it’s witnessing,” he said. “The talent acquisition is also happening on the finance side and we have hired people from very top positions from banks in the UAE, and that is also getting built because when you have so many things happening, you need to have a very strong financial foundation so that the company is also able to fund the growth and sustain it.

Chandrasekar pointed out that going forward, the middle management layer, which is now in place will have territorial expansion mandate, solutions mandate and will also have people driving the company into existing franchise development for IT and mobility distribution across the MEA region.

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