Get to know: Vijay Sangam
Vijay Sangam, Enterprise Business Unit Manager, GCC, Psilog International
The challenge the channel faces is to build internal capabilities for active account management. Many firms are unaccustomed to this vital aspect of business.
What’s your career history to date? How did you end up working in Dubai?
I’ve been part of the IT industry for over 14 years and have worked in several firms in the past ranging from systems integration, distribution and vendor organisations. I moved to Dubai in 2002 after completing by education and working in the IT sector in India.
If you could improve one thing about the channel business what would it be?
I would focus on improving measurements that track channel business performance. Knowing who your best sales performers are at each point in the channel is critical in this business. By tracking orders, volume and total revenue at each point, you can identify and improve underperforming partners.
What product or technology should the channel watch out for this year?
Kodak Alaris EMS system is the one to watch out. The technology allows direct messaging including scanning and converting patient records into electronic format.
What is your proudest career achievement to date?
I’ve been a very lucky guy. In the past I worked with people who helped shape my career and presently, I work with a team of champions who believe in team work.
What is the best piece of advice you have been given?
Best advice I got was that most times things won’t work the first time around. Maybe not even the first five times. This is normal, just keep trying.
What is the biggest mistake you have ever made since working in the IT market?
Personally, I believe there are no mistakes in life, there are only lessons, one of the many lessons I learnt is “what is not sustainable cannot be sustained”.
Which IT company, other than your own, do you most admire and why?
If you ask me to point out one company in particular, it might be a challenge, I really enjoy meeting lots of different people, both within and outside of my business circles. I think there’s something to be learned from everyone.
What is the biggest challenge facing the Middle East IT channel?
The challenge partners faces is to build internal capabilities for active account management. Many firms are unaccustomed to this vital aspect of business.
What’s your favourite thing about the company you currently work for?
I think most employees think that it is “cool” to have a boss who leads from the front. Staff are also less intimidated with a leader who is accessible and approachable. I strongly believe the best part about Psilog is the way the management treats and believes in its employees.
What sort of interests do you have outside of work?
I actively participate in indoor sports with friends and colleagues to keep myself fit, but what I really enjoy is cooking and watching cartoons with my five-year old.