By securing distribution rights for the NetSupport suite of management technologies and the Pharos print management products, Blue Label Technology is providing considerable opportunities for South African - and African - solution providers.
According to Blue Label managing director Tito Periera, the company has identified strong potential for the NetSupport and Pharos product sets in these markets, and is actively recruiting suitable reseller partners.
"There is a definite need for better management of networks and technology assets for businesses across Africa. NetSupport and Pharos are internationally proven to add value to business and we anticipate strong demand for the products," he says.
NetSupport, a British-based company, has enjoyed tremendous success around the world, with over 100 000 customers and over 5-million seats of its asset management, enterprise management and educational systems implemented. Pharos, meanwhile, introduces intelligence to the printing process within large organisations, identifying and removing inefficiencies and reducing the potential for abuse of printing systems.
"Having thoroughly evaluated NetSupport and Pharos technologies, we are introducing them to the African and South African markets through a two-tier strategy that relies on the VAR channel for sales and implementation, while we provide marketing, consulting and training for reseller partners," says Periera.
He says while some distributors focusing on packaged product don`t offer much in the form of technical support and service, Blue Label has positioned itself differently. "Due to the technical sale of our technologies, we have packaged service as a product. These services are positioned to benefit of the end user, but are exclusively delivered on behalf of, or in conjunction with, reseller post-sales support activity."
He notes that Blue Label`s distribution model specifically does not engage in any direct sales to end-users. "Any requests for direct sales are transacted via a selected channel partner," he says.
Its partner programme already underway, Blue Label has appointed several resellers and has scored early wins with some implementations taking place. "These selected partners have undergone both sales and technical training on the range of Blue Label Technology products, and have engaged in sales activities which are reaping dividends as end-users become aware of the benefits of our technologies," says Periera.
The company also plans to extend its activities to sub-Saharan Africa, markets that show a great deal of promise as emerging companies increasingly deploy infrastructure and solutions to improve their business efficiency.
"Our strategic focus on a two-tier distribution model sets out to add value to our target market segment customers, as well as our selected high-end focused partners in our local market. Furthermore, the product selection has been purposeful and complimentary. We are aiming squarely at the high-end Wintel platform, with products that cater for enhanced network management and support," Periera concludes.
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