The right partnerships

Time to market is not just a hi-tech manufacturing mantra; it's a mandate for any vendor in any market. In addition to keeping current customers satisfied, vendors must bring new products to new markets or risk jeopardising profitability and viability. That's where specialist distribution comes in.

“The specialist distributor provides a vital link in the supply chain, whether it's within the channel or the retail sectors. It is not just about stocking and shipping products to customers; it's about being a full-service partner that actually helps position customers into growth market segments and gives them an advantage over competitors,” says Simon Campbell-Young, CEO of Phoenix Software.

A specialist distributor's highly-trained staff works closely with the customer and bridges the gap between the vendor's technology and products and the customer's most demanding requirements. It is with this understanding that Phoenix Software's business is built around not one, but two, specialisations: the channel and retail.

As the market becomes increasingly competitive, customers' needs for a true partner rather than a distributor are increasing, and Phoenix Software is filling that gap. “We understand both the channel and the retail segments of the market, and our knowledge and expertise provide our customers on both sides of the fence with increased profit margins and products that keep them ahead of the competition,” says Campbell-Young.

In order to ensure that both segments are serviced according to their exact needs, the company's retail and channel divisions focus solely on providing value where it is needed. With a dedicated staff in each division, Phoenix Software is able to respond to the varying needs of each sector with expertise in training, support, and the right offerings.

“By providing this tailored offering, we free up our customers to devote their valuable time to their critical needs instead of allocating people to manage the stock process,” Campbell-Young explains. “Our understanding of each sector, and our expertise within them, allows us to ensure that the day-to-day headaches of inventory forecasting and stock counts are alleviated, and that our customers are always able to offer their customers the newest, best, and most appropriate solutions.”

Within the channel, Phoenix Software provides a dedicated team that not only provides resellers with competitive pricing, but also support in terms of training, marketing and any other assistance, wherever necessary. The success of this approach is evident in the company's rapidly growing reseller base and solid relationships. While the retail team offers a similar value-added service to its clients, the company's extensive experience in this sector further enables it to provide tailor-made solutions.

“We have built successful retail and channel distribution channels through our unique combination of market knowledge and value-adds,” points out Campbell-Young. “The economics of each sector are quite different, as are the needs. By providing a focused, dedicated service to both individually, we are ensuring that our customers get the attention, quality of service and capability they need to make their own businesses a success.”