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Global Distribution takes aim at solutions selling

Distributor moves to help partners deliver IT solutions in key vertical segments in MENA

Veljovic says the company is focusing on partner enablement through training programmes.
Veljovic says the company is focusing on partner enablement through training programmes.

Just over a month after Mario Veljovic took over his new role as VP for Solutions Business in MENA at Global Distribution, the solutions head has revealed that the company is preparing to launch several channel initiatives aimed at helping channel partners to monitise the solutions they are taking to market.

The plan according to Veljovic, is aimed at helping partners to monitise IT solutions, develop expertise, and deliver IT solutions and services in key vertical segments that include government and public sector, education and telecoms in the MENA region.

Veljovic said the regional IT distribution landscape has continued to change beyond the value-added distribution (VAD) model and Global Distribution wants partners to get in on the solutions bandwagon. "The solutions space in distribution arena means more than just having a VAD model in place," he said.

He pointed out that playing in the solutions space requires a distributor to take on roles that emulate what a traditional systems integrator, solution provider or value-added reseller (VAR) would do in addition to the core distribution functions," he remarked.

Veljovic pointed out that part of the focus, on solutions by the company has centred on developing expertise and skills sets within the group based on the solutions Global Distribution wants to take to market with partners," he said. "The market today is asking for solutions," he said. "It's crucial that we develop this business together with our partners so that they are able to provide comprehensive offerings that cater to small start-ups right through to large enterprises."

Veljovic said currently Global Distribution has built its solutions offerings around vendor brands that include HP, Tandberg, SolarWinds, Optima, Kaspersky Lab, TP-Link and French UPS.

He added that part of the focus with the solutions business is on partner enablement through training programmes that Global has already developed. "We will be providing training in-house and we are also exploring ways on how we can work with authorised IT training providers in the region," he said.