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Redington gets flexible with channel credit terms

Distributor promises to help partners structure commercial terms with special credit needs

Raj Shankar insists recent developments in the financial sector have seen tighter controls on the amount of credit available in the market.
Raj Shankar insists recent developments in the financial sector have seen tighter controls on the amount of credit available in the market.

Redington Gulf has pledged to assist resellers with structuring commercial terms for deals containing special credit needs, as the channel battles to overcome severe financing challenges.

Events in the financial sector have led to tighter controls on credit availability in the Middle East market, which is forcing channel companies to look at alternative ways to finance business.  

Redington claims it has taken a more flexible approach to structuring credit terms in the past 12 months, and insists it is there to provide resellers with further support as they encounter stricter market conditions.

Writing in the company's quarterly newsletter for customers of its value added unit, Raj Shankar, CEO of Redington Gulf, said the distributor would seek to understand resellers' credit requirements.

"The value added division at Redington Gulf over the past year has worked on various scenarios to help structure commercial terms with partners. There has also been an increasing use of financial instruments such as Letters of Credit," said Shankar.

"Moving forward, our teams across the region would be looking to engage more closely with partners, not only for sales/technical enablement, but also assist in structuring commercial terms for deals with special credit needs," he said.

Redington's value division works with a number of enterprise brands including Avaya, Cisco, HP ProCurve and Trapeze Networks.

As well as assistance with credit terms, Shankar said the company would support resellers in more traditional ways. "In addition, we will continue our efforts to enable partners by providing pre-sales support to build deals, training for sales and technical personnel and bringing more products/ solutions across technology domains," he stated.

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