Local value-added distributor of customer-driven, value-added ICT solutions, AmVia, has announced that it has bedded down the recent restructure of its sales, marketing and channel divisions.
The company restructured its business in order to resolve the conflict it was experiencing between the functions of sales and channel or rather business partner development.
As a sales-focused organisation, AmVia`s ability to add value to its partners in the sales process was unparalleled. This skill was, however, eclipsed by the fact that it was not placing sufficient emphasis on growing markets with and for its partners and on the very relationships it held with those partners. The result was a complete restructure of the company in the first half of this year.
Key in this restructuring process was the establishment of an entirely new division, Channel Marketing, headed by Robyn Grobbelaar: Channel Marketing Director. This team of four is tasked with focusing exclusively on marketing with, and through, the channel to customers and looking after the channel itself.
Grobbelaar comments: "Some of the key initiatives we`ve started implementing are channel surveys and partner summits as part of our overall more aggressive marketing campaign to nurture and grow business through our channel. In addition, we are rationalising our channel and reviewing our partner accreditation programme. The idea is to reward our partners appropriately for their varying levels of commitment and to secure and maintain the integrity of our channel programme."
In separating its sales and channel marketing functions, AmVia has secured the competencies of both teams. Now its sales team is able, critically, to continue providing business partners with support through the sales process while its sister division keeps its eye firmly on the channel marketing ball.
"The restructure is still fresh but we have already had extremely positive feedback from our business partners and internally it is proving to be an excellent move. We firmly believe that the success of any distribution company can be directly linked to the health of its channel and we intend to ensure an excellent bill of health for ours."
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AmVia is one of southern Africa`s leading specialist distributors of customer-driven, value-added ICT solutions. The products it represents are carefully selected for their ability to empower medium to large enterprises to derive maximum benefit from their existing ICT infrastructures.
In its 10-plus years of operation, AmVia has remained focused upon the value-added distribution of software and complementary hardware for the enterprise, through its network of accredited business partners. By proactively monitoring and investigating emerging and evolving trends and technologies that might complement the solutions it provides, AmVia is consistently able to offer greater benefits and value to its business partners and their customers.
This philosophy of and emphasis upon adding value to mere distribution, coupled with the efforts of competent business partners has resulted in a scenario where more than 80% of SA`s Top 100 corporations use products and solutions distributed by AmVia.
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