FrontRange unveils Pan-African channel strategy

FrontRange Solutions has complemented its selection of channel partners for the optimisation of specialised software distribution by signing its first partner to take its operations into sub-Saharan Africa.

In keeping with its goal of becoming increasingly channel-oriented, FrontRange has signed a deal with Johannesburg-based ICT Convergence to provide its subsidiary company Scala Business Solutions with HEAT service optimisation software for reselling in Kenya, Uganda and Nigeria.

The software will be used to provide an e-business management solution to more than 1 200 established clients in the region, offering seamless integration of traditional back-office management systems within an integrated information solutions framework.

"ICT conducted an in-depth analysis of best-of-breed solutions in the call centre optimisation arena," says Walter de Meyer, ICT group channel manager for Africa.

"Seamless integration into our existing solutions offerings was essential, and HEAT was chosen for its powerful service and support optimisation features it offers as an `out-of-box` solution."

The partnership provides FrontRange with access to markets in the rest of Africa that previously were inaccessible and untapped. Growth potential in sub-Saharan Africa in the IT sector is estimated to rise from $7.6 billion in 2001 to $11.2 billion in 2005 at a rate of 10%, with growth led by Uganda, whose annual IT spend is expected to increase at a rate of 18.7%.

"The deal with ICT Convergence forms an integral part of the channel-centric focus of our business strategy," says FrontRange MD Stuart Russell.

"FrontRange does not intend to open branches throughout Africa - partnerships such as these enable us to remain the local distributor and appoint channel members to service this space."

Russell emphasises the importance of skills transfer as part of the agreement. Certification courses initiated by FrontRange will ensure full accreditation for representatives from the regions; they will also undergo sales training to learn the positioning and value propositions of HEAT.

Implementation skills will also form a major part of the planned training phase.

"The partnership with ICT Convergence in line with our channel-oriented strategy will set the ball rolling for FrontRange`s potential to address the needs of the rest of Africa, through a selection of channel partners," says Russell.