Distie Dynamics

Nicholas Argyrides, chief of sales and marketing and deputy GM at Mindware, talks about distribution in the cloud era and how the VAD has been gearing up for growth during times of industry consolidation

Tags: MindwareMindware (www.mindware.ae)
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Distie Dynamics Argyrides says Mindware has aligned it sales operations with its broader plan to enhance efficiency.
By  Manda Banda Published  March 6, 2018

When Nicholas Argyrides took on the role as chief of sales and marketing, and deputy GM at IT distributor Mindware in October 2016, the company was already at the beginning of a new era and channel partners had high hopes.

Partners believed they had bet on the value-added distributor (VAD) to bring game-changing technological capabilities including cloud computing, software, security, storage and IT infrastructure solutions in a rapidly evolving distribution landscape.

Today, Mindware's growth charge and expansion plans in the Middle East and North Africa is now backed by new leadership, agile partner engagement, solid vendor relationships and a streamlined sales organisation.

"The last 12 months at Mindware have been transformative," said Argyrides. "I came in towards the end of 2016 and we had to get to work to get a lot of things done. Since then, we successfully restructured both the front and back office organisations."

He explained that one of the biggest operation changes carried out was the implementation of three key systems in one year which, in itself, was remarkable. "We upgraded our ERP system, introduced a state-of-the-art CRM system and implemented a brand new business intelligence tool," he said. "The BI tool connects to all historical data and gives out dashboards to every single member of the sales organisation on past and present data, relating to all kinds of relevant information: from inventory and sales backlog to partner analytics and receivables. The power of data is truly amazing."

Argyrides explained that Mindware worked on its systems to improve them and ensure that the company was addressing its customers [channel partners] and vendors in the best possible way, which translates into more business and profits for everyone. He added that, at the same time, the company audited its portfolio and saw where it had gaps in terms of vendors and technologies, and started lobbying to add new brands. "In this regard, we have added Polycom, Targus and Ubiquiti Networks to our portfolio," he said. "In addition, we are continuously talking to numerous other vendors in several technology verticals including security, infrastructure and mobility."

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