If IT distributors expect to see continued growth in the South African market, they have to proactively engage with their resellers in order to drive that growth, says Nadine Barnard, business unit manager, security and storage at Comztek.
"More and more we are seeing our resellers turn to us for more than just product, what they demand is value in the form of guidance in strategic solution selling using multiple entry points into the customer environment and multiple best-of-breed product offering a holistic solution to such customer."
"Comztek`s security and storage division has embarked on an initiative that will bring all aspects of its business - security, storage and power - together in a focused approach that not only benefits the end user`s requirements but those of the reseller as well," says Barnard who maintains that the three specific areas mentioned are linked in critical areas as they are all designed to ensure that the end user`s business remains up and running.
"Everyone knows that IT security is critical to any business but many resellers are unaware that along with security, a customer may require storage solutions for data backup and UPS solutions to ensure that IT systems remain unaffected by events such as power outages or spikes.
"By bringing together the best-of-breed technology in each of these areas and ensuring that our resellers are trained in a manner that approaches IT security holistically rather than on simple point or product specific-solutions we add a level of value that can lead to further growth in the IT sector as a whole."
Comztek is a major supplier of IT security technology, representing vendors such as Symantec and McAfee, supported by storage technology from companies such as Veritas and Imation and MGE in the area of uninterrupted power systems.
Adds Barnard, "Comztek`s commitment in this area and the fact that our support staff consists of experts focused solely in these sectors has placed us in a strong position to help our reseller channel expand their markets. It is acknowledged that the distribution landscape must change if the IT sector is to survive in Africa.
"I believe that we are taking a lead in making the resellers a critical part of the loop that begins and ends with the customer."
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