Despite the somewhat negative connotations around channel models, particularly those that are tailor made for our local climate, we, as a company, have experienced some significant successes that have not only impacted our own business but that of our partners.
Since moving away from an essentially direct sales model, approximately two years ago, we`ve endeavoured to provide a programme that is truly a few steps ahead of our European and US peers.
And it has paid off - our recent accolades that include second and third placements at recent and respective channel awards show that our partners also believe in our model.
So, what lies at the heart of our success, plus how can you implement a fool-proof channel model?
Firstly, we offer a channel model that focuses on the entire industry - from enterprise to SME - which subsequently enables our clients to excel in the various marketplaces they play in.
Secondly, when implementing a channel model you should ensure that you truly commit to what you have promised - dedication to your partners and their business is and remains a key differentiator and breeds loyalty.
As a company we envision within two years to implement a channel model that is completely partner driven. Essentially, we will have a sales force that is dedicated to our partners` business, assisting them in clinching those all-important deals.
And already we`re investing in our partners, offering certification programmes, marketing backup as well as critical incentives that include a particular focus on emerging markets. These all confirm our continued commitment to the South African channel.
However, the above would not be possible if we did not have the products to back it all up. By providing sophisticated solutions to your partners that are not only industry leading but competitively priced you already put them two steps ahead of the competition.
Our channel model is based on three important elements: accessibility; flexibility; and profitability.
Looking at the future, we hope to establish critical partnerships with key OEM and ISP players. This, coupled with our ongoing selective partnership strategy will undoubtedly confirm our status as "the best kept secret" in the marketplace.
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