Will the Lifting of Iran sanction shake-up the IT channel

Following the historic nuclear deal between Iran, the UN and six major world powers, many in the channel are hoping the pact will open up more business opportunities.

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Will the Lifting of Iran sanction shake-up the IT channel ((ITP Images))
By  Manda Banda Published  March 7, 2016

After reaching a historic nuclear deal between Iran, the UN and six major world powers, many pundits in the regional channel are hoping the new agreement, which Iranian President Hassan Rouhani has hailed as the “golden page” heralds a path of business prosperity.

The deal, clinched initially in July 2015, required Iran to implement measures to scale down its nuclear ambitions under the supervision of the UN’s Vienna-based nuclear watchdog the International Atomic Energy Agency (IAEA) and in return, the US, European Union and UN would lift a raft of nuclear-related sanctions. Well, the sanctions have been lifted and the move will now allow Iran to immediately recoup some $100bn in assets frozen overseas.

While Iran’s entry into the international arena after years of isolation is good for that country, most in the local channel are hoping the move will create opportunities for their IT reselling businesses. But is this optimism well founded?

I don’t want to come across as a cynic, but I don’t believe much will change for IT resellers especially those based in Dubai.

In fact, I foresee a scenario where vendors and distributors operating from Dubai moving to appoint in-country partners [distributors and resellers] so that they can have presence on the ground.

Most IT vendors I spoke to who didn’t want to be named indicated to me that Iran will be best served with local distributors and resellers that are already inside the country and not remotely. Some vendors even confirmed they are already looking to recruit staff who will be based in Iran.

What this means is that while there will be business that comes to those companies involved in IT trading, wholesaling and sub-distribution, partners that are eyeing long term business goals in Iran should explore ways in which they can have feet on the ground.

To capitalise on the opportunities that will open up in Iran, reseller partners must aim to develop partnerships with IT firms that are already in the country and understand the culture and business dynamics of Iran. Now is the right time to start researching so that when full guidelines are released your business will be ready to hit the ground running. Having long term goals and not short term aims of making quick money will guarantee gradual business growth and success. After all, Iran is a country of 80m people and to reap rewards from one of the largest IT markets in the region will require more than the usual IT hardware trading.

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