Computer Reseller News Dec 08

December 2008

www.crn.co.za

EDITOR’S: NOTE

Exit ‘08, enter ‘09

I

must admit that that apart from the Dot.bomb occurrence, 2008 has been one of the most worrying years in ICT, not just for one sector, but the entire industry. I think it was Robert T. Kiyosaki who said that any person, even if they were a business person or analyst that tried to predict the market this year would have definitely been off the mark. One would have expected that the economic situation at the moment would have deterred companies from re-investing in ICT but it seems a lot of companies have continued with business as usual and have just had to adjust their business belts a notch. Locally, as we all know, the effects of the global economic downturn was felt in all spheres of business, not just ICT, but I am sure right now even your “average Joe” has sensed that something is just not right. The Rand did its share of depreciating this year and experts have already warned that we will have to wait anything up to 24 months before things start turning around. I guess this means companies will have to live with the concept of having to do regular price adjustments on quotes for a while.

But even with all of this happening around us, we have to acknowledge that there are companies that manage to pull off impressive performances economic climates that are this bad. Globally and locally we have seen and experienced a lot of challenges politically and economically, but still today we have a lot of players still standing, give or take a few casualties to the economic situation. As we exit the year 2008 and look forward to possibly having a much more brighter 2009, it is only right that we applaud our winners in this year’s CRN Outlook Awards. Our survey this year shows that both vendors and distributors have been working around the clock to make sure that their business partners have the easiest dealings with them as possible. The survey this year attracted the participation of more than 400 solution provider companies. We are again pleased that we have maintained the same calibre of respondents that also includes large system integrators and VARs at the top end of the channel. We once again have more than 70 awards to give in numerous product categories to vendors and distributors in this the 13th annual CRN Outlook Awards. In the pages that follow, you can read which vendors and distributors excelled this year. Once again I would like to congratulate all the winners and from the entire CRN team, we wish you happy holidays and safe return next year for some more brilliant business. Please let me know what is on your agenda for 2009. I can be reached at [email protected]

Kaunda Chama – editor

Contents News & Analysis 4. Year in Review: Top stories from the channel for 2008 6. Ten tips to weather the storm: Though sometimes it may seem like it is, the sky isn’t falling. Of course, the economy could be better, but millions of businesses all over the world are seeking to grow their companies and looking for the technology to help them do it. With that in mind, we took a swing around the channel and asked a few solution providers and distributors for tips to manage during especially turbulent times. Here’s what the tough-minded offer up to nervous channel executives. By VARBusiness Staff CRN Contacts:

10. Outlook Awards 2008

Portia Shaba

This year’s CRN Outlook Awards were very well contested and saw 78 categories won by very deserving companies that had managed to outdo themselves even in what has been a turbulent year. This year also saw more than 400 solution provider companies cast their votes in the 78 product categories for both vendors and distributors. CRN would like to congratulate all the nominees and eventual winners in the 2008 Channel Champions and Distributor of the Year Awards. By Kaunda Chama, Manda Banda, Dudu Shaba, Dominic Khuzwayo, George Maseko and Stanley Chishala.

[email protected]

76 News roundups & DMoves

Editor: Kaunda Chama [email protected]

Journalists:

Dominic Khuzwayo [email protected]

Brand executive: Hellen Murahwa

80 Snapshot & Dilbert

Outlook Awards 2008

[email protected]

Sub-editor: Jenny Bastomsky [email protected]

Designer: Spencer van Graan [email protected]

Database and subscriptions: Daisy Mulenga [email protected]

copyright notice CRN Southern Africa is published monthly by Systems Publishers (Pty) Ltd. The copyright of all material in this publication is reserved by the proprietors, except where expressly stated. The publisher, however, will consider reasonable requests for the use of material by others on condition that the source and author of the report are clearly attributed. Due to the nature of the newspaper print process, Systems Publishers cannot be held responsible for colour variations in printed advertising. Printed by Ultra Litho. CRN Southern Africa is a licensee of CMP Media LLC.

Private Bag X12, Rivonia, 2128 Tel: (011) 234 7008 Fax: (011) 234 7025 Registered with the Audit Bureau of Circulation

2 •

CRN SOUTHERN AFRICA • DECEMBER 2007

YEAR

IN REVIEW:

It’s

REWIND

time

Like they say, time is the longest distance between two places; our finishing line is just ‘minutes’ away from us. And looking back at the distance we’ve travelled so far, my mind became blank for few seconds and I realise that load shedding not only affected the economy but my memory as well. But I can still remember that during the dark nights most people wished they were in the generator business. However, in the IT business it was not all doom and gloom, we saw laptop sales skyrocket. In addition, everyone was screaming save! save! like Obama change! change! Green IT became the hit song; from terminal servers, power management, power supply, storage and display. The IT channel saw some vendors going green with their products and the welcome was warm. On the distributor and reseller side, some got new partners and some where dumped but overall I think the majority did very well this year. And last before my memory shuts down again, 2008 was a year in which many top seats were replaced from our former president Thabo Mbeki, Llewellyn Jones, Claas Kuehnemann, Thoko Mokgosi-Mwantembe, Alan Knott-Craig, Peter Ibbotson ………………still loading.

BY DOMINIC KHUZWAYO JANUARY 2008 









Cyril Belikoff, former head of Microsoft’s Information Worker business in SA left the local subsidiary to take up a high-profile position at Microsoft’s head office in the US. ICT distributor Pinnacle Micro landed southern African distribution rights for Mio Technology, one of the leading brands in mobile communications devices. Local VoIP hardware distributor Even Flow Distribution was awarded the distributorship for Siemens’ range of home and office communication products in SA. Datacentrix signed an agreement with wide area data services solution provider, Riverbed Technology, to resell the company’s Steelhead products. Sithabile Technology Group appointed Giles Calenborne as its new GM.

FEBRUARY 2008   





After over five years as CEO of EMC SA, country manager Frank Touwen retired from EMC. Novell SA appointed Michelle Beetar as country manager. Drive Control Corporation (DCC) was appointed the official distributor for Sony SA’s range of Bravia LCD high-definition TVs and HD-ready TVs. Phoenix Software, local software republishing house signed an agreement with PC Tools giving it rights to distribute the PC Tools product range throughout SA. In a multi-million rand deal, ICT distributor Pinnacle Micro purchased the South African operations of Tri Continental Distribution, one of IBM and Lenovo’s biggest distributors in the region.

MARCH 2008  

  

Microsoft SA appointed Albie Bester head of the vendor’s Information Worker division, taking over from Cyril Belikoff. Mark Reynolds, previously responsible for Microsoft’s anti-piracy business unit, was promoted to Partner Lead in the company’s vital small and mid-market solutions & partners (SMS&P) division. Yasmin Forbes was named new national technology officer at Microsoft SA. SMC Networks SA appointed Drive Control Corporation (DCC) as its local distributor. Axiz was appointed a distributor for HP’s Imaging and Printing Group (IPG), distributing HP’s wide portfolio of IPG commercial and consumer products.

APRIL 2008   

 

4 •

Nokia Siemens Networks appointed Frederic Astier as head of marketing. HP launched its “What do you have to say?” campaign aimed at engaging SME customers in its Print 2.0 strategy. Konica Minolta SA (KMSA) announced the completion of its InfoLine designed trio of devices with the introduction of the bizhub C650. Symantec, makers of Norton security software announced Norton AntiVirus Dual Protection for Mac. Epson SA appointed Rectron to distribute its products targeted at the SME market.

CRN SOUTHERN AFRICA • DECEMBER 2008

YEAR

IN REVIEW:

MAY 2008    



Dell made its first move into the local channel and appointed Drive Control Corporation (DCC) as its first distributor. ICT distributor ChannelWare awarded the agency for the full range of LG Electronics IT products in SA. Axis appointed Howard Valentine new channel manager. Quadrem International Ltd, one of the world’s largest supplier networks, announced the appointment of Deon Mocke as regional vice president of Quadrem Africa. EMC and Iomega extended their partnership, following an agreement in which EMC acquired Iomega in a cash tender offer of $3.85 per outstanding share, or approximately $213 million.

JUNE 2008 

McAfee Inc appointed Trevor Coetzee as new channel manager for Africa.



TeleMasters, tele-management and business communication strategies company, appointed Jaco Voight as independent non-executive director. SAS Institute SA signed Quantec Research, a consulting firm specialising in financial and socio-economic database development. Core Peripherals SA terminated its contract with TomTom the Dutch personal navigation company. Duxbury Networking added the HP ProCurve Networking range of products to its “DuxBux” partner programme.



 

JULY 2008 

 





Red Hat, one of the world’s leading open source solutions providers, appointed Louis Seyffert as head of its new office in SA. In what came as surprise, former Microsoft SA MD Pfungwa Serima resigned. Bytes Systems Integration (Bytes SI), integrated and managed information technology business solutions and services specialist, signed a deal with Axis Communications SA. Fujitsu Siemens Computers announced the successful conclusion of the sale of its 25 per cent plus one share to the Thuthukani Investment Consortium. MicroStrategy, one of the leading worldwide providers of business intelligence software, announced a new partner programme targeted at the South African market.

AUGUST 2008     

Ex Microsoft boss, Pfungwa Serima jumped ship to head SAP which was under the stewardship of Claas Kuehnemann. Following the departure of Peter Ibbotson, Ingram Micro SA selected Hansie Fourie as new CEO. The State Information Technology Agency (SITA) awarded the MobiGov contract to Vodacom. CRN magazine pays tribute to the movers and shakers in the IT channel, women in the South African IT industry. HP launched its upgraded and expanded Gold Preferred Partner Programme in the South African market.

SEPTEMBER 2008  



 

Former director at IBM, Mteto Nyati succeeded Pfungwa Serima as new Microsoft SA boss. After spending more than a decade at various Siemens operations in Europe, North and South America, Stuart Clarkson is called to head the Industry Sector at Siemens. Global networking solutions vendor 3Com appointed Lefatshe Technologies as its exclusive H3C Advanced Solutions Partner in SA. VMware unveiled the VMware System Builder Programme, a new initiative within its VIP Partner Programme. After four years as MD of HP, Thoko Mokgosi-Mwantembe resigned to pursue interests in an investment company.

OCTOBER 2008 









HP appointed Oliver Fortuin, who has been GM of the Technology Solutions Group at HP SA since April 2007, as MD to replace Thoko Mokgosi-Mwantembe. Drive Control Corporation (DCC) announced Anamika Budree, who was previously a DCC product specialist, as a new storage software manager. Axis Communications, one of the global leaders in the network video market, appointed Sentronics as its distribution partner in SA. ICT distribution house Pinnacle Micro won part of the government’s SITA RFT153 tender for the supply of 12 Supermicro server products over six categories. After five years of association, Sony Storage and Pinnacle Micro parted ways.

NOVEMBER 2008    



Kaunda Chama took over from Manda Banda as CRN magazine’s editor. Comztek expanded its partner programme with the introduction of PlusPoints for Microsoft licensing purchases. First non-Korean MD of an LG subsidiary in the world, Peet van Rooyen took over from ST Tae as new MD of LG Electronics SA. Dimension Data acquired a 51 per cent stake in Sistemas Redes e Communicações (SRC), an Angola-based IT solutions company. Overland Storage announced a global partnership with Mobotix Vision Systems, one of the leaders in high-resolution IP network cameras.

CRN SOUTHERN AFRICA • DECEMBER •

5

ANALYSIS: TRENDS SOLUTION

10

PROVIDERS

tips to Weather the storm

Though sometimes it may seem like it is, the sky isn’t falling. Of course, the economy could be better, but millions of businesses all over the world are seeking to grow their companies and looking for the technology to help them do it. With that in mind, we took a swing around the channel and asked a few solution providers and distributors for tips to manage during especially turbulent times. Here’s what the tough-minded offer up to nervous channel executives. BY VARBUSINESS STAFF 1. Do Not Depend On Product Reselling As Your Only Source Of Profit Have other sources of profit generation that support your businesses – successful valueadded resellers must add additional value to supplier offerings to ensure a predictable and profitable revenue flow. “If I create my own service offering outside of the products, then I’m in a situation that I’m having a solutions discussion with customers, focusing on a particular methodology or service offering that I’ve designed,” said Mike Strohl, president of Concord, Calif.-based Entisys Solutions and Agile 360 Inc., a division of Entisys. “It’s a lot easier to sell products and services that way.”

“I’m also seeing increased interest in solutions that offer opportunities to work remotely. With rising gas prices, companies seem to be more interested in those solutions.” 2. Maximize Your Sale Know your customers’ total IT spend and be aware of how the solution fits into the end-user’s environment with a view to fully “clothing” the sale. For example, is there opportunity for additional software, accessories, printers or personal computers? Ask questions to ensure that you are maximising your selling opportunity. “Knowing the total IT spend is important, but you should also know and understand

6 •

CRN SOUTHERN AFRICA • DECEMBER 2008

your customer’s budget cycle and get into that process,” Strohl said. “There is extreme power in being a part of that process. You know all their projects, what they can spend and where their money comes from.”

3. Recognise Your Limits In addition to distributors, other solution providers can be a strong resource for partnerships. If a project requires skills you don’t have, partner with another VAR. Don’t just leave the customer looking for someone to address their needs. It invites competition into your accounts. “The smart VARs are the ones that know their own skill set – that can identify what they’re experts in – and find other partners with other products and solution lines that complement their offerings,” Strohl said.

4. Sell The Solution Focus on solving business problems for your customer – not just selling them product. “Compliance regulations such as HIPAA, the Sarbanes-Oxley Act and others are driving purchases around security solutions,” said Jim Steinlage, president of Kansas City, Kan.-based Choice Solutions LLC. “I’m also seeing increased interest in solutions that offer opportunities to work remotely. With rising gas prices, companies seem to be more interested in those solutions.”

5. Focus On Solutions That Have A Short-Term Return On Investment. “IT decision-makers aren’t into solutions with a two-year ROI right now. They are much more into the solutions with ROI of a year or less,” Steinlage said. Next: Look To Your Partners

ANALYSIS: TRENDS SOLUTION

PROVIDERS

Vendor initiatives

provide partners with an edge in tough economy BY RICK WHITING, CHANNELWEB

W

ith no sign of the economy turning around any time soon some, vendors are offering their channel partners assistance, from zero-percent financing to free training to help them keep selling in the midst of the deepening recession. Offers of zero-percent financing from SAP and Microsoft have been among the most visible moves by major vendors in recent weeks to give channel partners more to work with in a very tough selling environment. Channel partners say customers are reluctant to make major purchases that require big capital outlays and the zero-percent financing makes it just a bit easier for get customers to sign contracts. “The intent, of course, is to protect the cash outlay because right now cash is king,” says Patricia Hume, SAP’s senior vice president of the small and mid-size

zero-percent financing makes those ROI numbers more attractive. “The return-oninvestment calculation is more important today than ever,” he says. “And the zeropercent financing certainly helps that.” SAP is also offering application packages, including services and special financing terms, designed to be especially attractive to customers right now. One package helps businesses manage cash, liquidity and financial risk, for example, while another manages data about spending on energy. Hume says SAP is pilot-testing other initiatives to help channel partners close business deals, but declined to provide details. Some of those could be launched as soon as the first quarter, she says. In early November Hewlett-Packard began offering its “Total Care Access Card” which solution providers sell to their small-

Meanwhile, some vendors are cutting their channel partners some slack on bureaucratic requirements, letting solution providers focus on more important tasks, like selling. enterprise indirect channel. SAP began offering zero-percent financing for all its software products late last month, including the SAP Business One applications popular among resellers. Earlier this month Microsoft similarly began offering zero-percent financing for new customers purchasing the company’s Dynamics applications. The offer, good for 36 months, applies to licensing and firstyear enhancement costs between $20,000 and $1 million. Solution providers say the offer helps them overcome customer hesitations and close deals. Hitachi Consulting, which resells the Dynamics software, develops return-oninvestment (ROI) studies for potential buyers and Mike Gillis, managing vice president at the consulting firm, says the

8 •

business customers for $49. The card, with a total value of $1,000, provides discounts and access to subscription services such as the HP Upline data backup and store service, a 90-day payment deferral, leasing rates of 4.9 percent, and free recycling of one PC through HP’s recycling service. One channel partner likened the card to a coupon book channel partners can offer their customers to help close sales. That promotion lasts through May 31.

IBM, Cisco also Offer Partner Assistance IBM has long offered its ISV partners a range of marketing assistance and other services and the vendor is on a crusade to get word out to its partners about what the company offers. “We are reaching out

CRN SOUTHERN AFRICA • DECEMBER 2008

to our partner community right now and our message is how we can help them in these challenging times,” says Chris Wong, IBM vice president of ISV and developer relations. IBM, for example, offers partners a “virtual marketing department” that provides free assistance for planning marketing campaigns. The company even pays some of the costs of managing and executing marketing campaigns (such as mailings): up to 35 percent for Advanced members of the IBM PartnerWorld program and up to 65 percent for Premier members. IBM is even offering free half-day classes at its 41 “innovation centers” to help educate business partners about what the company has to offer, Wong says. “We have all this stuff and our partners don’t know how to use it. They’ve got to leverage us. This is the time.” Under its Partner Enablement 2.0 initiative unveiled at Oracle OpenWorld in September, Oracle is expanding the number of free “boot camp” training sessions it provides to implementation partners on such technology topics as application integration infrastructure, as well as on specific Oracle products. Meanwhile, some vendors are cutting their channel partners some slack on bureaucratic requirements, letting solution providers focus on more important tasks, like selling. In early November Ciscos Systems said it was letting some of its channel partners skip their annual certification audits in a move designed to help partners cut costs. Cisco says it would waive the audit requirement for one year for “partners in good standing” that have the correct number of certified personnel and are current with their specialisations and training. Cisco also said it would pay partners to perform network assessments for customers and would cut demo equipment purchase requirements.

?????????

Still pertinent As distributors continue to play an essential role in CRN’s research survey, they once again stepped up to the challenge when called upon to assist Team CRN in this year’s annual Outlook Awards. This is the 13th year the Outlook Awards are being presented and have proven, for the local market, to be the leading indicator for measuring business satisfaction and service excellence between vendors and distributors, on the one hand, and solution providers, on the other. This year, the awards for distributors were once again split into 35 product categories with distribution powerhouses such as Comztek, Tarsus Technologies, Rectron and Workgroup managing quite impressive results. As in past years, the survey is conducted by an independent researcher with vast IT channel and solution provider knowledge. The Outlook results were audited by an actuary to ensure precise statistical results. The solution provider companies that participated in the survey rated their preferred distribution partners in each product category relevant to the line of business they play in. In each category, the distributors needed a minimum of 10 votes from different reseller companies to qualify. The adjudication by solution providers was based on the following criteria:    

Contribution to profit margin Product availability Product knowledge Value-added service

On behalf of the entire CRN team, I would like to congratulate all the winners and thank you for supporting these awards and making them a success.

Kaunda Chama – editor

10 •

CRN SOUTHERN AFRICA • DECEMBER 2008

Client & Server Processor: Rectron

“We will continue to provide our resellers with the necessary training on current and new Intel server technologies and products as they are released through our build your own server (BYOS) reseller training initiative.” – Chris Coetzee, Rectron.

A clean sweep WINNER

...as Rectron show why it’s a components leader. 1st – Rectron 2nd – Axiz 3rd - Esquire

By Stanley Chishala In yet another stronghold for a local components distribution powerhouse Rectron scooped the 2008 Distributor of the Year Award in the Client and Server Processors category. Rectron is an authorised Intel distributor in SA and sub-Saharan Africa, and swept the board as solution providers awarded it an overall score of 3.63 out of a possible 6.00. Although the overall score in this category has dropped significantly from last year, Rectron recorded a 5.06 overall score. This proved to be enough to beat Axiz and Esquire Technologies that scored overall averages of 3.55 and 3.19 respectively. Rectron received a total of 33 votes from solution providers that rated it in this category. Its highest average score was 3.82 in the Product Knowledge category, which suggests that its sales and technical teams are highly regarded and expertly handle its client and server processors business.

Rectron 011 203 1000 www.rectron.net

2008

Client & Server Processor 6.00

5.00

4.00

1st

2nd

3rd

4th

3.00

2.00

Rectron

Axiz

Esquire

DCC

1.00

12 •

Chris Coetzee

CRN SOUTHERN AFRICA • DECEMBER 2008

Rectron scored 3.52 for Contribution to Profit Margin; 3.61 for Product Availability; and 3.58 for Value-added Services. Christopher Coetzee, Intel Server product manager, says Rectron’s main focus for 2008 was to be the number one supplier of Intel White-Box servers and to maintain that position locally. “Our customers always come first and we ensure that we supply not only an appropriate and complete solution but also the after-sales support they deserve,” he says. Coetzee says that Rectron has focused mainly on the Intel Modular Server product that is built on Intel Multi-Flex technology. “Our infrastructure plays an important part in our performance, allowing us to hold enough stock to always have a complete solution when a customer needs it,” he says. He adds that its 48-hour server assembly time means resellers receive completely built servers in the shortest possible time. Says Coetzee: “Our dedicated team takes care of each phase of our server business from quoting and placing of the order, to the assembly of the server and after-sales support.” In the future Rectron will continue supplying Intel White-Box server components and platforms as well as Intel Xeon Server Processors supported on these components and platforms. Coetzee says it is important for the server team at Rectron to give loyal resellers the right solutions, information, support and service to make dealing with the company a pleasure. “We will continue providing our resellers with the necessary training on current and new Intel server technologies and products as they are released through our Build Your Own Server (BYOS) – reseller training initiative,” he concludes.

Enterprise Wireless Products: Comztek

“This programme is based on a proven formula, which we plan to continue and to hone. For example, we intend to boost it by including more of the brands in our stable, while adding impetus to our vendor partners’ programmes as

WINNER

well.” – Graham Duxbury, Duxbury Networking

Duxbury displaces Westcon

1st – Duxbury Networking 2nd – Comztek 3rd – Tarsus Technologies 4th – Westcon

Duxbury Networking 011 351 9800 www.duxbury.co.za

By Stanley Chishala Specialist networking solutions distributor Duxbury Networking is the 2008 Distributor of the Year in the enterprise networking hardware category. Duxbury Networking received the award after 21 solution providers in the local channel gave the distributor an impressive 4.07 overall score. Duxbury Networking emerges as a strong contender in this category while displacing last year’s winner Westcon, which is relegated to fourth spot. This year proves to be Westcon’s weakest showing in this category as solution providers rated the distributor with a low overall mark of 3.41. Comztek moves into second position with a solid

2008

Enterprise Wireless Products 6.00

5.00

4.00

1st

2nd

3rd

4th

3.00

2.00

Duxbury Networking

Comztek

Tarsus Technologies

Westcon

1.00

14 •

Graham Duxbury

CRN SOUTHERN AFRICA • DECEMBER 2008

4.00 overall rating while Tarsus Technologies’ 3.53 mark out of a possible 6 secured the Cisco enterprise solutions distributor of networking products third spot. The solution providers voted for Duxbury Networking as the overall winner out of the four distributors in this category. Results reveal that the distributor’s only low average score is in the contribution to profit margin category, where it scores 3.67 out of 6. Duxbury need to address this in the future to cement its status in the enterprise networking hardware segment. Despite this low mark, Duxbury scoops high scores in the product knowledge (4.43) and value-added services (4.24) categories. The distributor also rates a 3.95 overall rating for product availability. Graham Duxbury, CEO at Duxbury Networking, says as the enterprise network’s intelligence is in-built, the distinctions between Wi-Fi, WiMax, GSM, femto cells and other network platforms is becoming blurred. This gives the user the ability to roam between them using a single handset. Duxbury says with this development comes the challenge of effectively securing their place in the market. In the enterprise market the company represents Enterasys and HP ProCurve, which have proven to be strong brands that offer value for money for resellers and their end-user clients, says Duxbury. “This programme is based on a proven formula, which we plan to continue and to hone. For example, we intend to boost it by including more of the brands in our stable, while adding impetus to our vendor partners’ programmes as well,” he concludes.

SME Networking Hardware: Duxbury Networking

SME appeal By Stanley Chishala Undoubtedly Duxbury Networking’s strongest showing – and contribution to its recent victory in the Distributor of the Year Awards – is its performance in the SME networking hardware category. The specialist networking solutions distributor continues to build confidence as solution providers within the SME networking solutions sector. Out of 15 different solution providers that cast their vote, Duxbury Networking polls an overall average score of 4.32 out of a possible 6 – enough to keep runner up Rectron off the top spot. Rectron had the same number of solution provider companies casting their vote but only managed to secure an overall score of 3.62. Axiz came in third with 3.52 while Sahara Computers were fourth with a low overall average of 1.95. Duxbury Networking held its own and received

impressive high scores from solution providers, including 4.07 for contribution to profit margin; 4.47 for product availability; 4.60 for product knowledge; and 4.13 for value added services. Graham Duxbury, CEO at Duxbury Networking, says the company strives to introduce products and new technologies to the SME market to meet its growing demand for ‘enterprise class’ benefits, such as collaboration and remote working, cloud computing and software as a service (SaaS) – all this at an SME friendly price. Duxbury also stresses the importance of education and training within Duxbury through the Duxbury Academy, which helps its resellers to up-skill and crossskill for the benefits of their business and ultimately their end-user clients. “We will introduce a number of world-class vendors to the Duxbury Networking family, complementing the many exclusive relationships we currently enjoy with global technological leaders,” he adds.

WINNER

Graham Duxbury

1st – Duxbury Networking 2nd – Rectron 3rd – Axiz 4th – Sahara Computers Duxbury Networking 011 351 9800 www.duxbury.co.za

2008

SME WirelessProducts: Duxbury Networking

Graham Duxbury

By Stanley Chishala Building on last year’s success in this category, networking solutions distributor Duxbury Networking retains its place as SME wireless products Distributor of the Year. Duxbury receives the award after solution providers recently granted the distributor a solid 4.21 overall score out of 6. Unlike last year when Duxbury Networking had no strong opposition, this year Rectron was hard on its heels with a 3.72 score. Tarsus Technologies’ gained a 1.78 overall score for third spot. Duxbury Networking scooped 17 votes with high overall averages in contribution to profit margin (3.94); product availability (4.24); an excellent 4.47 for product knowledge; and value added services 4.18. Graham Duxbury, CEO at Duxbury Networking, says one of the company’s key focus areas this year is on network security across all network infrastructures – wired and wireless. Duxbury says security also plays an important role in the SME environment, where the need for staff mobility,

which adds significantly to corporate efficiency, increases security risks. Consequently solutions are required to ensure confidentiality, integrity and availability of information, says Duxbury. In the SME area wireless networking is an economical alternative to wired networks. Against this backdrop, Duxbury adds that the company offers best of breed networking portfolios that address multifaceted networking disciplines, applications and technologies. Remarking on the award Duxbury says that this win is reinforced by the company’s superior technical skills that are unsurpassed in the local SME distributor community. Duxbury wireless products are drawn from Bridgewave, Colubris (now part of HP ProCurve Networking), Netgear, Proxim and the newly acquired Alvarion. Duxbury believes the company has the appropriate range of wireless products. In light of current fluctuating exchange rates, which are expected to remain volatile into 2009, Duxbury Networking continues to maintain the viability of partners in an increasingly competitive marketplace, adds Duxbury.

WINNER

Dux does it again 1st – Duxbury Networking 2nd – Rectron 3rd – Tarsus Technologies Duxbury Networking 011 351 9800 www.duxbury.co.za

2008

CRN SOUTHERN AFRICA • DECEMBER 2008

• 15

Enterprise Wireless Products: Comztek

“The company prides itself in adding value to all the wireless network brands it represents.” – Uwe Brandkamp, Comztek

Comztek wins unoposed

Uwe Brandkamp

WINNER

... as Westcon fails to retain hold. 1st – Comztek By Stanley Chishala

Comztek 011 848 9000 www.comztek.com

2008

Arch rivals Comztek and Westcon once more came up against each other in the contest for enterprise wireless category in the annual Distributor of the Year Awards. But Comztek came out on top this time as the Distributor of the Year for enterprise wireless products for 2008. Comztek received a sound 4.12 overall average score. Other potential contenders such as last year’s winner Westcon, Duxbury Networking, Comstor and Tarsus Technologies all failed to gain the required minimum 10 votes to be considered for the award. From the 13 different solution provider companies that rated Comztek in this category, the distributor got a 3.69 score for contribution to profit margin; 4.08 for product availability; 4.31 for product knowledge; and a

Enterprise Wireless Products 6.00

5.00

4.00

3.00

1st

2.00

1.00

Comztek

16 •

CRN SOUTHERN AFRICA • DECEMBER 2008

4.38 score for value added services. Although Comztek received a lower score for contribution to profit margin, it is not surprising given the tough economic climate and credit crunch that distributors are currently operating under. This has been exacerbated by the volatility of the rand making it extremely difficult for distributors such as Comztek to keep their pricing structures stable. Uwe Brandkamp, Networks Business Unit director, at Comztek says the company has a hands-on approach in the business. It assists resellers with a range of services and offers the best possible wireless solution for their customer’s enterprise networks. Brandkamp says that Comztek has built a number of solutions for outdoor and indoor wireless enterprise networks. “We offer services that include site surveys, network designs and implementation.” he says. Remarking on the confidence that resellers have shown in the Comzek’s enterprise wireless offerings, Brandkamp says the company prides itself in adding value to all the wireless network brands it represents. “We employ highly trained and experienced sales and technical specialists,” he says. “They are able to provide our reseller base with sound advice and technical assistance in this environment.” Comztek offers the cream of the crop range of enterprise wireless products that include Netshield, 3Com, Cisco, D-Link and NorteI. “This range of brands gives Comztek clients wireless solutions to suit most enterprise wireless requirements,” he says. Brandkamp adds that Comztek will hone its focus in the wireless industry by continuing to add value to the brands it currently represents.

VoIP Technology: Comstor

Voice mastery WINNER

By Stanley Chishala

1st – Comstor Comstor 011 233 3333 www.westcon.co.za

2008

Comstor, a division within the Westcon Africa Middle East (WAME) specialising in Cisco products, is once again the 2008 Distributor of the Year in the VoIP technology category. The company retains the award it also won last year after 21 solution provider companies awarded it a 3.52 overall mark. Although Comstor received a total of 21 votes, the overall average scores in each of the criterion highlights some challenges for the distributor, as it failed to garner marks above 4.00. Comstor gets 3.48 for contribution to profit margin and product availability; 3.62 for product knowledge; and 3.52 for value added services. This year’s win is not a surprise given Comstor’s relationship with Cisco, Comstar is the VoIP flagship brand in its stable.

In fact, Comstor, through parent company Westcon, has invested quite heavily in training to provide its entire solution provider channel with preconfigured technologies and sales tools that deliver communication convergence solutions. Comstor has the OneVoice Partner programme that offers resellers an opportunity to be involved in Cisco’s communication and VoIP solutions. Since the launch of the OneVoice partner programme, Comstor works with its channel partners while leveraging the support that Cisco offers its reseller partners. Leveraging on Cisco as the sole brand in its stable, Comstor also urges its channel partners locally to embrace Cisco’s collaboration strategy. The strategy revolves around technologies such as VoIP, unified messaging and communication, instant messaging, IP video, Telepresence, mobility, SaaS and Web tools like blogs and Wikis. Having won this award last year, it will be interesting to see if Comztek and Tarsus Technologies (also Cisco distributors) are able to put up a formidable fight with Comstar for this award.

Peripherals and PC accessories: Axiz

Complimentary solutions Axiz wins peripherals and accessories category

WINNER

1st – Axiz

Axiz 011 237 7000 www.axiz.com

2008

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By Kaunda Chama Distribution house Axiz gets top accolades in the peripherals and accessories category in this year’s Outlook awards. Axiz chief marketing officer Craig Brunsden says his company’s success is because the distributor has a good understanding of the market and what it needs in terms of current technology. The company achieves its highest scores in contribution to profit margin, product knowledge and product availability. Brunsden says: “We’re delighted that our efforts in this sector have been recognised by our customers. We’ve focused intensely on our product knowledge, with dedicated support skills and tools to ensure our sales team and resellers are equipped to compete. Product availability is also a major area of improvement for us and we’ve invested in systems and technology to improve our product management that has shown results in the past year.” Axiz scores lowest in value-added services, to which he responds that the company intends on improving on,

CRN SOUTHERN AFRICA • DECEMBER 2008

Craig Brunsden

stating that although the company has been focusing on more fundamental issues like availability and knowledge over the past year, it does have plans to expand its product range and skills to take advantage of the opportunities. “Our approach is purely channel focused, working with a clearly segmented but broad base of resellers and tailoring our plans to suit each customer segment. For example, an enterprise reseller may not need our pre-sales skills to the same degree as an SME reseller does, but they may need more complicated roll out management, etc,” explains Brunsden. Axiz’s Ledibogo Partner Programme is currently focused on development of BEE SME resellers, which has been successful and there are no plans to change it. Brunsden adds that Axiz continues to assist in driving vendor certification programmes and regular update sessions. The company is geared towards continued improvement and focus on those partners who supported it in 2008.

Barcode Printers & Accessories: Pinnacle Micro

Debut win for Pinnacle By Stanley Chishala Barcode printers and accessories are more popular in the commercial reseller channel, and this year it was decided to introduce this as a stand-alone category. Pinnacle Micro is the debut winner in this category after polling a 3.48 overall score. From 11 solution providers that rated Pinnacle Micro in this category, the company gains 3.18 for contribution to profit margin; 3.64 for product availability and product knowledge; and 3.45 for value added services. Industry stakeholders decided to include this category for 2008 based on the wide mainstream acceptance of barcode printers and accessories in the local commercial IT reseller channel.

Pinnacle Micro does not disappoint as it is has been a distributor of Symbol for in this market for a long time. Although the distributor was unopposed and all its scores are below the 4.00 mark, resellers have shown confidence in the products that it distributes. As the distributor forges ahead and strengthens its solutions offerings in the market, is must ensure it continues to service its channel base with excellence. With the likes of Mustek, ProScan and Apex all boasting of barcode printers and accessories, Pinnacle Micro will have to do more if it is to deliver the same results in December 2009.

WINNER

The power of great product array.

1st – Pinnacle Micro Pinnacle Micro 011 235 6000 www.pinnacle.co.za

2008

Barcode Scanners: Pinnacle Micro

Pinnacle takes top honours in brand new category. By Stanley Chishala Local distribution powerhouse Pinnacle Micro takes top honours in the 2008 Distributor of the Year Awards in a brand new category – Barcode Scanners. From the 10 votes it secured from the local solution provider companies that rated the company, Pinnacle Micro had a total average score of 3.78 out of 6. Not an inspiring score but enough to secure it in the top spot. The company behind the Proline PC brand has a 3.40 for contribution to profit margin; 4.00 for product availability; 3.80 for product knowledge; and a 3.90 average for value added services. An analysis of the results in each of the subset in this category shows that the channel is particularly happy with Pinnacle Micro’s stock holding capabilities, therefore the company is given a high rating in this area.

The distributor is experiencing challenges in the contribution to profit margin subset as resellers in the local channel give Pinnacle the lowest rating in this criterion. Although barcode scanners were traditionally used in the warehousing sector, the wide acceptance of these products in mainstream consumer retail has propelled such products and technology to be widely accepted. In South Africa many retailers use barcode scanners to monitor their inventories and attach them to their POS solutions. It therefore is no surprise that Pinnacle Micro has won channel confidence in the first year of this category. Pinnacle Micro continues to forge ahead to cement and improve in all the areas where solution providers gave it low ratings.

WINNER

Starting on a winning note

1st – Pinnacle Micro Pinnacle Micro 011 235 6000 www.pinnacle.co.za

2008

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System Builder Components: Rectron

“Our target is to make business a more enjoyable experience for our resellers and to offer them more value added services. Building on our success in 2008, we are on track to reach even higher in 2009.” – Tony Chiang-Lin, Rectron

WINNER

Two in a row 1st – Rectron 2nd – Axiz 3rd – Pinnacle Micro Rectron 011 203 1000 www.rectron.net

2008

Tony Chiang-Lin

By Stanley Chishala Local distribution powerhouse Rectron has once again crushed Axiz and Pinnacle Micro in the 2008 Distributor of the Year Awards in the system builder components category. Rectron polled a 3.81 overall score with Axiz and Pinnacle Micro gaining 3.54 and 3.52 to secure second and third place respectively. From a total of 28 votes that Rectron received from solution provider respondents, the company scooped an overall average score of 3.86 for contribution to profit margin; 3.71 for product availability; 3.89 for product knowledge; and 3.79 for value added services. Tony Chiang-Lin, Rectron’s Components Business Manager, says 2008 has been a tough year for everyone in the local IT distribution sector. He says new product cycles are shorter while market conditions remain tough. He says that Rectron’s success this year is attributed to the company’s commitment to the industry and its partners.

Chiang-Lin is delighted with Rectron’s award despite the lower scores this year when compared with their 2007 performance. He believes the company’s philosophy in providing the right product, the right people including its staff, partners and vendors, is why the company has once again won reseller confidence. With In Intel, Gigabyte, Leadtek, Transcend, Lite-on and Seagate on board, Chiang-Lin believes that Rectron has the widest range of offerings in the system builder components space. The company’s newly installed multi million rand distribution infrastructure indicates that Rectron is fully equipped to support its resellers at the highest level. “Our target is to make business a more enjoyable experience for our resellers and to offer them more value added services. Building on our success in 2008, we are on track to reach even higher in 2009,” he adds.

Display Panels: Axiz

“We will continue to work closely with all our vendors to ensure supply and pricing is competitive in a very tough and competitive segment of the market.” – Craig Brunsden, Axiz

WINNER

Axiz back to winning ways 1st – Axiz 2nd – Rectron 3rd – Tarsus Technologies

Craig Brunsden

...as it displays excellence.

Axiz 011 237 7000 www.axiz.com By Stanley Chishala Leading IT infrastructure distributor Axiz tore through the competition recently to win a category that was heavily contested by broad based distribution companies, which represent local best-of-breed display vendors. This category also highlights a number of interesting challenges going forward, as seen by the best overall score that failed to pass the critical 4.00 barrier. Axiz received an overall 3.77 score from 31 channel players to take it to the number one spot. Second place

2008

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Rectron received a 3.71 overall score while Tarsus Technologies took third spot with 3.70. Solution providers that voted for Axiz noted a particular low point in the value added subset as the distributor polled 3.61 out of a possible 6. Its highest score was attained in the product knowledge criterion as members of the channel gave Axiz 3.87. The distributor’s performance in this category was summed up with a 3.77 score for contribution to profit margin and a 3.84 mark for product availability. Craig Brunsden, Chief Marketing Officer for Axiz, says the company has expanded its range in response to customer demand. “We focus our marketing campaigns around our PC brands and target specific customer segments with the four brands we represent, which are Acer, HP, LG and Samsung,” he says. Brunsden says that Axiz’s display panel range has become a key part of their business as it represents top notch vendors in this area. “We work hard at ensuring that we’ve got the basics right with good stock availability and competitive pricing, and hopefully this is recognised by our reseller channel,” he says. Brunsden says resellers can expect similar things next year and beyond. “We will continue to work closely with all our vendors to ensure supply and pricing is competitive in a very tough and competitive segment of the market,” he adds.

Consumables: A.C.T.

“We’ve also tried, despite rising cost structures, to keep our value-added services available to our resellers at no extra charge.” – Anton Herbst, MD, A.C.T.

The art of selling consumables WINNER

Anton Herbst

1st – A.C.T 2nd – Rectron 3rd – DCC

Advanced Channel Technologies 011 695 1640 www.act3.co.za

A.C.T. leads the way. By Dominic Khuzwayo Advanced Channel Technologies has won the CRN Distributor of the Year award in the Consumables category. A.C.T was voted number one with an overall score of 3.87. A.C.T. also came out tops in product availability at 3.82 and product knowledge at 3.85. According to Anton Herbst, MD at A.C.T, their product range has remained relatively static, barring the recent addition of Verbatim and Samsung.

2008

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CRN SOUTHERN AFRICA • DECEMBER 2008

“While the weak rand means increases in turnover for ourselves, our peers and resellers, we know this won’t last. For this reason, our focus has been on putting IT systems in place, and setting up the right skills development processes to build our employees’ capabilities and encourage innovative thinking,” says Herbst. “A.C.T. has tried to keep pricing as consistent as possible, since it’s difficult for resellers to ride the massive peaks and troughs in the consumable technology space today.” “We’ve also tried, despite rising cost structures, to keep our value-added services available to our resellers at no extra charge,” adds Herbst. Herbst attributes the solid performance in 2008 to regular communications with customers “our executive networking and update sessions as well as the efforts our regional sales managers are making to understand our customers’ business are also making a huge difference”. “With a better understanding of the challenges facing our customers, we’re more equipped to build compelling and valuable services for them to draw on,” he says. On what resellers’ can expect from A.C.T. in 2009, Herbst says over the coming year, resellers can expect more of the same practices from A.C.T. “A.C.T. strives to be a known quantity and that’s one thing resellers can count on in these relatively uncertain times,” says Herbst.

Network Printers: Rectron

“The products we have are different and each product in each segment has a unique differentiating factor that is not present when looking elsewhere, a ‘sameness’ that persists.”

Rectron shines again Zandre Rudolph

WINNER

Disti takes network printer category.

1st – Rectron 2nd – Axiz 011 203 1000 www.rectron.com

2008

6.00

By Kaunda Chama This year’s Network Printers category goes to distribution house Rectron. Rectron once again believes that that it is the result of having the right product, at the right price, at the right time, while having a product that people want. “It’s also about having a product range that’s different to the norm and the added value offered with bundled items is being well received,” Zandre Rudolph, Rectron, sales director says. It is about the user experience and the users themselves enjoy working with the products. The Rectron Sales Team push the product and sell it as well as the support behind the products. “It has been a team effort and the nomination is testament that we are heading in the right direction,” he adds. Rectron achieves the highest score in contribution to profit margin, product knowledge and product availability. The company also attributes this to offering the right products.

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CRN SOUTHERN AFRICA • DECEMBER 2008

There are many brands out there and everyone sells the same brands. When you compete at all levels selling something different makes all the difference. “The products we have are different and each product in each segment has a unique differentiating factor that is not present when looking elsewhere, a ‘sameness’ that persists,” he says. Rectron believes its offering allows differentiation and more freedom on pricing to allow for higher profit margins. The company also ensures that its products are well rounded and have extensive collateral available that cover all aspects of unit technical details – as a well as a team that knows the products inside out. The distributors lowest score is for value added services and the company is currently evaluating the right types of services to offer a tangible benefit to customers. “Our approach to the channel is based on differentiation, quality, value and the ability to make money. We are offering a product that gives customers a lot of freedom in many areas and putting our full force behind promoting the product,” Rudolph says. Rectron currently does not have a partner programme in place for the this category. It is expected to be implemented during the first half of next year and will offer a multi-tiered program for different levels of customers with varying degrees of benefits. Looking ahead, Rectron says the network printer business that is going from strength to strength and momentum on is picking up daily. Its number one priority is to build on the past achievements and take the category to new heights. “Continuing to hit the right price points with the right models is our main focus and ensuring that the already excellent quality and standards are maintained is paramount. We will continue to do what we are doing and improve upon that many times over,” he concludes.

Impact Printers: Esquire Technologies

With the bigger distributors such as Mustek and Pinnacle Micro looking at enhancing their reach in this category, it will be interesting to see how Esquire shapes up next year to contend its third possible title.

Esquire

takes the Prize

1st – Esquire Technologies

WINNER

Mahomed Cassim

Esquire Technologies 012 657 1111 www.esquire.co.za

Distributor wins impact printer category unopposed.

2008 By Stanley Chishala wins this category unchallenged is proof that it is serving its reseller channel best. With the bigger distributors such as Mustek and Pinnacle Micro looking at enhancing their reach in this category, it will be interesting to see how Esquire shapes up next year to contend its third possible title.

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For the second consecutive year Esquire Technologies retains its hold on the Distributor of the Year award, polling an impressive overall score of 4.24 out of 6. Other potential contenders such as Tarsus Technologies, Mustek, Pinnacle Micro and DCC failed to get the required minimum 10 votes to be considered for the award. An analysis of Esquire Technologies’ scores reveals that there are no specific problems in the area of contribution to profit margin, as it scores a healthy 4.22 overall score. Product availability and value added services makes 4.28, while the product knowledge subset gives Esquire Technologies an overall mark of 4.17. It is again worth noting that contribution to profit margin takes a dip across all areas of technology, as it is inextricably linked with the current credit crunch and global economic crisis. Esquire works hard to promote the impact printers range and its entire product range in its stable. Despite the tough, prevailing economic climate, Esquire intensifies its channel marketing initiatives, which are two-fold and comprise of direct one-on-one and ecommunications marketing through its weekly online newsletters. Although this year the distributor records lower average ratings when compared to last year, the fact that it

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CRN SOUTHERN AFRICA • DECEMBER 2008

• 27

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track record that has been proven time and time again. “We invest heavily in certifications.” Its lowest score is in product availability. In reality some items do not sell and it is almost impossible to keep everyone happy and immediately supply all needs. The strategy for this channel is to treat them with respect and understand their needs. “Successful partner programmes cover all areas of partner appreciation such as education, customer service, logistics, financial assistance, black economic empowerment and corporate social investment. At Tarsus we go to great lengths to ensure that our partner programme covers all these key value points,” Tarsus says. The Tarsus Partner Programme consists of seven pillars including:

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1. Finance: flexible and fair credit terms to the majority of its resellers. Channel Capital, its new financial services offering, is backed by several of South Africa’s largest financial institutions. 2. Pre- and Post-sales Support: provides the technical expertise to assist resellers in developing appropriate solutions that match their customers’ needs. 3. Logistics: Staging and Stockholding: involves stockholding and forecasting and delivery directly to resellers or to their end-users. 4. Training and Certification: The Channel Business College, founded in 2004, offers a series of practical business courses designed to develop the resellers’ business skills and increase profitability. 5. BEE Programme: Tarsus Technologies is a blackowned company and adheres to the Dti codes of good practice and is fully committed to transformation. Tarsus is recognised as a Level 3 contributor with a BBBEE procurement recognition level of 110%. 6. The Tarsus Foundation: has donated more than R1 million in cash and computer systems to non-profit organisations in South Africa including orphan, AIDS, and disability trusts, community upliftment programmes and business development projects. The Foundation has also developed an internship programme and welcomes its partners to participate by funding internships or providing on-the-job training for learners. 7. Loyalty: Tarsus believes in rewarding resellers for their commitment and its PartnerRewards loyalty programme, established in 1998 and run in association with its sister company ACT, is the South African IT industry’s longest running and most successful loyalty programme. Tarsus remains committed to assisting partners with training if they show loyalty and continued support.

UPSes & DataCenter management: Tarsus Technologies

“Successful partner programmes cover all areas of partner appreciation such as education, customer service, logistics, financial 1st – TarsusTechnologies

assistance, black economic empowerment and corporate social WINNER

investment. At Tarsus we go to great lengths to ensure that our partner programme covers all these key value points.”

Keeping things running at all costs

Tarsus Technologies 011 531 1000 www.tarsus.co.za

2008

By Kaunda Chama

Tarsus scoops top spot in the UPS and Data Centre Management Products category and it once again attributes its success to focus and dedication to its channel partners. “We have a focused and qualified pre sales team that assists sales people and resellers in supplying the correct

solution for the requirement, knowledge is power and power is money,” Tarsus says. Tarsus achieves high ratings in technical support and warranty, product quality and channel programme and contribution to profit margin. The company believes the confidence comes from an outstanding > p30

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Multifunction Printers: Tarsus Technologies

WINNER

1st – TarsusTechnologies 2nd – Rectron 3rd – DCC Tarsus Technologies 011 531 1000 www.tarsus.co.za

Tarsus Technologies is on a roll ...as it displaces its closest arch-rival Axiz.

By Stanley Chishala

2008

Tarsus Technologies is on a roll – it displaces last year’s winner Axiz in the Multifunctional Printers category to scoop top honours. Channel players awarded the distributor a 3.72 overall rating. Axiz has tumbled to fifth position, highlighting the challenges the distributor is facing in the channel community this year. Although Tarsus wins this category with 28 solution provider votes, there isn’t much to shout about as the distributor scores below the critical

4.00 barrier in all the subsets solution providers that are used to rate it. In second place Rectron has 3.57 leaving DCC with a poor 3.18 to scrape into the top three. Interestingly, Tarsus, Axiz and DCC are all authorised to distribute HP products. Tarsus Technologies gain a 3.79 overall for contribution to profit margin; 3.71 for product availability; 3.68 for product knowledge; and 3.71 for value added services.

Business Software Suites: Workgroup

WINNER

Business software suited 1st – Workgroup 011 654 6000 www.workgroup.co.za

2008

34 •

By Kaunda Chama Business software suites category goes to distribution giant Workgroup and the company’s MD Doug Woolley says this is result of focus and dedication. “We pride ourselves in our extremely focused approach to managing our business and channel by introducing targeted business divisions, each of which focuses on specific products. The company’s highest ratings are in technical support and warranty, product quality and channel programme and product availability. The lowest rating is in contribution to profit margin. Woolley comments: “What is profit? If resellers quantify this as a discount or best price then they aren’t maximising the product opportunities we’re offering them. Most of Workgroup’s products today are value based, which means the emphasis is on empowering our resellers to provide a total solution rather than entering into a box drop scenario. Resellers following this suggested approach are reaching great margins, in excess of the high twenties on a monthly basis.” The company’s channel strategy is to find the right partner for the right product solution. Woolley says: “Our partner program is specific to

CRN SOUTHERN AFRICA • DECEMBER 2008

each vendor as it’s Doug Woolley never a one model fits all situation. We offer partner models for VMware, Citrix, EMC and Sun, with each solution and the partner requirements differing in each case. A one size fits all model may suit the FMCG market but our target areas are complex and require specific solutions. A partner program doesn’t equate to a loyalty program as partners pay for that any way.” “Training is one of our major differentiators. We believe that by upskilling our partner base we create value for them in selling Workgroup solutions. We try and facilitate training that is certifiable for both sales and technical reseller employees – this way value is created on an individual level as well as for the company as a whole.” On the companies that were not able to secure an award, he says: “I know what works for Workgroup, but who is to say that our approach would work for another company? Businesses in South Africa incorporate different operating models and cultures, it’s all about finding business processes that fit.” Workgroup continues to focus on the products it has as well as its various programmes.

Client Security Software: Workgroup

By Kaunda Chama Distribution house Workgroup scoops the client security software category in this year’s Outlook Awards. Shirley Gottschick, the company’s Infrastructure General Manager and Director, comments that there are so many reasons why Workgroup deserves this accolade. Workgroup got the highest score in technical support and warranty, product quality and channel programme and product availability; Gottschick comments that this is because Workgroup offers a range of skilled resources through its focused business units. Its lowest was in contribution to profit margin and she strongly believes that the only way Workgroup can help its customers is to provide them with the best solution sets, training and hands on assistance as possible. With regards to channel strategy, she says: “We have to understand our clients’ needs and provide solution that fit their business requirements. We provide continued support and initiatives to alleviate pain points with

channel resellers and our strong BEE credentials assist our partners in achieving their own BEE goals.” The distributor’s partner programme is an ongoing, division specific process that ensures its partner’s needs are addressed. “Each programme is tailormade for various partner segments and vendor offerings that take into account individual concerns and addressing training, financial solutions and marketing initiatives.” Gottschick says: “We take training very seriously as resellers when they are trained become self-sufficient and able to deliver service to their customers. They must gain knowledge and confidence in the products they sell. “I believe skills development is the greatest challenge facing IT today and we are constantly seeking way to alleviate this.” Looking ahead, the company plans to continue its drive to assist partners in making money by offering continued training and introducing business development initiatives.

WINNER

Keeping clients secure 1st – Workgroup 011 654 6000 www.workgroup.co.za

2008

Database & ContentManagement Software: Comztek

By Kaunda Chama After winning the database and content management software category in this year’s CRN Outlook Awards, David Caygill, Business Unit Manager at Comztek says that the win is a clear result of the hard work and dedication of the individuals that work within the product lines that fall within the category. In this category, Comztek achieved its highest scores in value added services, product knowledge and product availability. “Not so long ago, there was very little demand for value added services. However, resellers now acknowledge the value of these services. Providing resources such as a skilled colleague to assist in winning business for a reseller that does not have the means to finance that individual, or keeping spares on behalf of a reseller that does not have the economies of scale to do so, truly adds value. Its lowest mark was in contribution to profit margin. Caygill comments: “Our strategy is not cast in stone and allows for improvements and adjustments to be made

content

where necessary. We’ll have to go back to the drawing board and improve on this area. The Outlook Awards are a great eye opener as they allow one to see both what they are doing right and what needs to be improved.” “Just as important are reseller education and training, and the availability of technical resources at all of our branches. This is what got Comztek where we are and what will carry us into the future.The Comztek Appreciation Programme (CAP) is our no frills, straightforward channel rewards programme and is about Comztek showing appreciation to its resellers. It is easy to understand and to participate in. With regards to the company’s training, Caygill says reseller training sessions covering sales, technical, product and basic technology are customised according to resellers’ training needs. Depending on the level of training required, it is either conducted by the Comztek channel manager, a Comztek technical specialist or by a representative from the supplier. Looking ahead to 2009, Comztek is driving towards growing its product offering in the database and content management software category.

WINNER

Making sense of

1st – Comztek 011 848 9000 www.comztek.co.za

2008

CRN SOUTHERN AFRICA • DECEMBER 2008

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Development Tools Software: Comztek

Selling solutions for development WINNER

By Kaunda Chama

1st – Comztek 011 848 9512 www.comztek.com

2008

Comztek is the winner of the top accolade in this year’s development tools software category in the CRN Outlook awards. According to David Caygill, Business Unit Manager at Comztek, credit for the win goes to the team, including channel managers and sales people, who work with the product lines that fall within this category. “Their hard work, passion and dedication are what bring us the results we get. The vendors’ support also helps a lot in achieving what we have,” he comments. The company achieved its highest scores in value added services, product knowledge and product availability. Accomplished on a regular basis, such activities contribute to the growth of the channel. “That, along with careful stock management is what has put us on good standing with our resellers. Comztek’s channel manager works very closely with the stock management team to ensure that there are no

stock issues, ensuring that all orders can be executed timeously,” he notes. After getting its lowest score in contribution to profit margin, Caygill comments that the company’s strategy is not cast in stone and allows for improvements and adjustments to be made where necessary. Comztek intends to go back to the drawing board and improve on this area. “Comztek is always looking for ways to improve its product and service offering. Cultivating a fruitful sales environment, focusing on pre-sales and post-sales, as well as a proactive approach to renewal business, is a major part of our channel strategy. “Just as important are reseller education and training, and the availability of technical resources at all of our branches. This is what got Comztek where we are and what will carry us into the future,” he says. Looking ahead, Comztek is driving towards growing its product offering in the development tools software category at its West, East and Central African branches.

Graphics Software: Comztek

Comztek has graphics sorted Disti takes yet another category.

WINNER

By Kaunda Chama

1st – Comztek 011 848 9512 www.comztek.com

2008

36 •

David Caygill, Business Unit Manager at Comztek says that the main reason why his company won the graphics software category is because of the dedication of the team, including channel managers and sales people, who work with the product lines that fall within this category. “Their hard work, passion and dedication are what bring us the results we get. The vendors’ support also helps a lot in achieving what we have,” he comments. “Not so long ago, there was very little demand for value added services. However, resellers now acknowledge the value of these services. Providing resources such as a skilled colleague to assist in winning business for a reseller that does not have the means to finance that individual, or keeping spares on behalf of a reseller that does not have the economies of scale to do so, truly adds value. “Such activities contribute to the bottom line of that reseller, ensuring that their future business is stronger than it is at present. It puts that reseller in a position to grow its business and move up faster in the value chain, perhaps to a point where that company can afford that skilled individ-

CRN SOUTHERN AFRICA • DECEMBER 2008

ual or a supply of spare parts,” explains Caygill. He adds that accomplished on a regular basis, such activities contribute to the growth of the channel. “That, along with careful stock management is what has put us on good standing with our resellers. Comztek’s channel manager works very closely with the stock management team to ensure that there are no stock issues, ensuring that all orders can be executed timeously,” he notes. With regards to the company’s training, Caygill says reseller training sessions covering sales, technical, product and basic technology are customised according to resellers’ training needs. Depending on the level of training required, it is either conducted by the Comztek channel manager, a Comztek technical specialist or by a representative from the supplier. Looking ahead, Caygill says Comztek intends to continue along the same vein which has brought it success, and refine the aspects of its plan and strategy that have not been working as well as they could have, thereby providing its customers with even greater value.

Infrastructure Software: Workgroup

By Kaunda Chama The system and network management software category this year goes to Workgroup. Doug Woolley, MD of Workgroup comments that his company has played a special role in the South African channel for many years. “We’ve learned from our mistakes and the mistakes of others and have created and mastered an internal approach that works. Our channel partners know where to go to for what and they also know that we’ll come up with the best solution for their needs, not just the solution that costs the most or is easiest to move,” he explains. Workgroup achieves the highest score in technical support and warranty, product quality and channel programme and product availability. Woolley says: “It’s our individual business units, which house expert pre-sales and product managers that are focused on a manageable

amount of product sets that set us apart from the rest.” The company’s lowest score is in contribution to profit margin. He says that Workgroup teaches its channel ‘to fish’ as opposed to ‘feeding’ them. “We believe it works and this approach leads to long-term success in a channel environment that runs without too much reliance on their distributor,” he says. “While our initial focus is to continue developing and maintaining our various business units we also constantly monitor channel changes and updates. We stay in touch with our partners and pride ourselves in our understanding their requirements and providing solutions that suit them,” explains Woolley. Meanwhile, the company’s partner programs are targeted on a per product set basis, for example VMware offers its own specific partner program, so does EMC and Sun. As the partners in each area are so different and therefore require different services and support.

WINNER

Systems, networks managed 1st – Workgroup 011 654 6000 www.workgroup.co.za

2008

Intergration Middleware: Comztek

Integrating from the middle As one of its four Outlook awards this year, distribution house Comztek took the top spot in the integration middleware category. The company’s business unit manger David Caygill comments that this is an area of our business that has seen a lot of growth in recent times. In this category, Comztek achieved the highest score in value added services, product knowledge and product availability. “Such activities contribute to the bottom line of that reseller, ensuring that their future business is stronger than it is at present. It puts that reseller in a position to grow its business and move up faster in the value chain, perhaps to a point where that company can afford that skilled individual or a supply of spare parts,” says Caygill. After getting its lowest score in contribution to profit margin, Caygill comments that the company’s strategy is not cast in stone and allows for improvements and adjustments to be made where necessary. Comztek intends to go back to the drawing board and improve on this area. Meanwhile, Comztek says its Appreciation Programme (CAP) is a no frills, straightforward channel rewards

programme and is about Comztek showing appreciation to its resellers. It is easy to understand and to participate in. Basically, CAP’s strength lies in its simplicity, accessibility and consistency. All registered resellers of Comztek can participate in the programme. With regards to the company’s training initiatives, Caygill says: “Reseller training sessions covering sales, technical, product and basic technology are customised according to resellers’ training needs. Depending on the level of training required, it is either conducted by the Comztek channel manager, a Comztek technical specialist or by a representative from the supplier.” He says the key to success is simple: Do the basics right. Decide upon a strategy and work towards it. Allow for flexibility in your planning while ensuring that you remain focused on your goals at all times. A clear strategy and perseverance are the keys to success. Looking ahead, Caygill says Comztek plans to continue along the same vein which has brought it success, and refine the aspects of its plan and strategy that have not been working as well as they could have, thereby providing its customers with even greater value.

WINNER

By Kaunda Chama

1st – Comztek Comztek 011 848 9000 www.comztek.com

2008

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Network Security Software: E-Secure

“Value added service can only be a service to those who perceive the service as a value. As the company giving the service it is not up to us to decide on the value, it is up to those paying for the service. We will address this with our reseller base as to what they perceive as value add and will look at how we can implement the necessary steps to change this.”

Securing the Network eSecure has the right model.

WINNER

By Kaunda Chama

1st – ESecure Distribution 011 545 6200 www.esquiredisto.co.za

2008

ESecure Distribution is this year’s winner of the Network Security Software category. John Hindley, eSsecure General Manager says: “eSecure was founded in 2003 and we always believe in distributing the best product in our particular class. This award proves that our choice in Blue Coat validates this award.” The company has top marks in product availability, product knowledge and contribution to profit margin. “We pride ourselves in not only choosing the best product but also the best people. We have highly trained and skilled staff, their experience with the product is unrivaled and we are passionate about the products we sell,” says Hindley. Their lowest score is in value added services. He comments: “I am surprised that we rate low in this category as our reseller channel has always said that the value they seek in bringing a new product to market is

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in technical resources and demonstration equipment. We provide this for the resellers and end users. What we don’t have is a rewards programme like some of the larger distributors.” eSecure’s channel strategy is that of distribution to resellers or service providers. “We do not act as a reseller as well as a distributor. We believe the distributor and the reseller add value to the end user and each has its place in the sales channel to the end user. Therefore the two remain focused on what they do best, if you start to combine the two one of the chains will become weaker.” On its partner programme Hindley explains that eSecure does not have its own partner programme, as they are guided by their vendors, however they do encourage and assist their resellers to become Blue Coat certified partners.” Hindley notes that eSecure is an Authorised Training Centre for Blue Coat. Over the past 16 months it has trained over 25 students to become Blue Coat Proxy Professionals in South Africa and seven in Kenya and Angola. They plan to do all the necessary training and certification to become a Packeteer Authorised Training Centre. “We serve as a bench mark in this regard. We have and always will strive to do our best, and are very proud of our achievements. We are a small company working in such a big space and if we can do it then so can the others,” says Hindley. Looking ahead, eSecure intends to improve on its rating in the value added services category. “Value added service can only be a service to those who perceive the service as a value. As the company giving the service it is not up to us to decide on the value, it is up to those paying for the service. We will address this with our reseller base as to what they perceive as value add and will look at how we can implement the necessary steps to change this,” he concludes.

Storage Management Software: DCC

“We focus on our customers ensuring that any product related feedback or query from them is researched and documented as part of our internal knowledge databases.”

Systems kept in store DCC top performs again.

WINNER

By Kaunda Chama

1st – DCC 011 201 8927 www.drivecon.net

2008

Anamika Budree, storage specialist at distributor Drive Control Corporation (DCC), on the news that DCC is been nominated as best in the storage management software category, says that DCC has for many years been at the forefront of storage management in South Africa. “We constantly strive to be up to date with the latest technology and ensure that our storage solutions cater for a wide and diverse market. We constantly engage with the suppliers of our products to guarantee that there is a high focus on training - for us and our customers,” she says. The company achieves the highest score in product availability, product knowledge and contribution to profit margin. She explains: “We have an excellent in-house logistics management system and have well-managed service level agreements (SLAs) with our suppliers. We constantly look at ways to improve the supply channel to ourselves and our customers. “We believe very strongly that our most important asset is our staff. We invest a substantial amount of money and effort to staff training and the transfer of knowledge between our employees. We also maintain excellent relationships with our suppliers who act as our

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backup support network. We find that this positive relationship is invaluable. “We focus on our customers ensuring that any product related feedback or query from them is researched and documented as part of our internal knowledge databases.” Budree adds that the core of DCC’s business is built around customer relationships, trust and integrity. “We ensure that our pricing is transparent and fair to our customers. We focus on our relationships with them, and not always on the bottom line. DCC’s lowest score is in value added services. Budree comments: “We are very disappointed with this rating and we have plans to improve it. Our strategy is to embark on a programme to identify the value-add services our customers require over and above what we currently offer. Based on this input our business plan aims to achieve this in the short term.” DCC is 100% channel focused. “We serve as a backup to our partners when engaging end-users and offer technical expertise, Proof of Concepts (PoCs), training and installation,” she says. Budree says DCC has invested in a training centre that uses for training reseller partners on an ongoing basis. “Most of our training stems from requests from our reseller partners and resellers. However in 2009 we endeavour to host more structured training. We also have the facility to offer sales-based training as well as high-end technical training at our premises. In addition our dedicated product specialists visit reseller partners to assist with day-to-day needs, training individuals and assisting with certifications,” she explains. “I believe in persistence and focus. Those companies that did not win this year should never give up. They need to work together within their organisation to strive for excellence,” Budree says. The company plans to involve the retention of existing reseller partners, acquiring new resellers and their clients, developing the resellers’ product knowledge and technical capability to ensure growth in market share. It will also investigate potential new product lines to broaden its storage management offering.

Virtualisation Technology: Westcon

Leading the virtual space Westcon takes it.

By Kaunda Chama Westcon AME distributor comes out tops in the virtualisation technology category. Graham Vorster Westcon’s CTO says it is because the company worked actively over the past year to define and roll out a Secure Data centre programme to complement its existing Voice and Security channel programmes, namely OneVoice, Onedefense and ConvergencePoint. “We have been successful in launching new relationships with VMare and Symantec to complement our existing vendors in the Data Centre such as Cisco and APC to name two,” he comments. The distributor achieves highest scores in product availability, product knowledge, product availability and value added services. Westcon’s lowest score is in contribution to profit margin. Vorster says the company’s secure data centre strategy has been growing steadily, and it expects signifi-

cant contributions to continue in the channel and its defined verticals. Westcon also established the Westcon Academy more than three years ago, which offers various training courses that include:    



Vendor accreditation training Generic technology training Training to the disadvantaged Training built on demand for resellers and their end users The Westcon Academy Online for remote training and skilling development

WINNER

Graham Vorster

Westcon’s secure data centre strategy will continue to develop resellers through marketing support and training initiatives. Market development initiatives will create a sustainable environment for their resellers to trade in as well as add additional high profile vendors to the data centre environment, and add additional high margin affinity vendors to the data centre environment.

1st – Softline Accpac 011 803 7327 www.accpac.co.za

2008

Web Filtering Software: E-Secure

Filtering the net ESecure Distribution is this year’s winner of the Web Filtering Software category. The company had top marks in product availability, product knowledge, product knowledge and contribution to profit margin. John Hindley, the company’s General Manager says: “eSecure prides itself in not only choosing the best product but also the best people. We have highly trained and skilled staff, their experience with the product is unrivaled and we are passionate about the products we sell,” says Hindley. Its lowest score is in value added services. He comments: “I am surprised that we were rated low in this category as our reseller channel has always said that the value they seek in bringing a new product to market is in technical resources and demonstration equipment. What we don’t have is a rewards programme like some of the larger distributors.” Regarding its approach to the channel, eSecure’s channel strategy is that of distribution to resellers or service providers. “We do not act as a reseller as well as a distributor. We believe that the distributor and reseller add value to the end user and each has its place in the

sales channel to the end user. Therefore the two should remain focused on what they do best, if you start to combine the two one of the chains will become weaker. eSecure is an Authorised Training Centre for Blue Coat and during the past 16 months it has trained over 25 students to become Blue Coat Proxy Professionals in South Africa and seven in Kenya and Angola. “We aim to become a Packeteer Authorised Training Centre.” “We serve as a bench mark in this regard and we have and always will strive to do our best, and are very proud of our achievements. We are a small company working within such a big space, and if we can do it then so can other companies,” says Hindley. Looking ahead, eSecure intends to improve its rating of value added services. “Value added service is a service to those who perceive it as valuable. As the company giving the service, it is not up to us to decide on the value but to those paying for the service. We will address this with our reseller base and ask them what they perceive as value and will look at how we can implement the necessary steps to change this,” he concludes.

WINNER

By Kaunda Chama

1st – Blue Coat 011 545 6200 www.bluecoat.com

2008

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Blade Servers: Axiz

Keeping it well served

WINNER

By Kaunda Chama

1st – Axiz 011 237 7000 www.axiz.com

2008

Craig Brunsden, Chief Marketing Officer at Axiz says his company’s nomination as the top distributor in the blade server category is due the company’s understanding of the market and what it needs in terms of current technology. The company achieves its highest scores in contribution to profit margin, product knowledge and product availability. Brunsden says: “We’re delighted that our efforts in this sector are recognised by our customers. We’ve focused intensely on our product knowledge, with dedicated support skills and tools to ensure our sales team and resellers are equipped to compete. Product availability has also been a major improvement area for us and we’ve invested in systems and technology to improve our product management. This has yielded results in the past year.” However Axiz scores lowest in value-added services. The company intends to improve this by expanding its product range and skills to take advantage of the opportunities. “Our approach is purely channel focused, working

with a clearly segmented but broad Craig Brunsden base of resellers and tailoring our plans to suit each customer segment. For example, an enterprise reseller may not need our pre-sales skills to the same degree as an SME reseller does, but they may need more complicated roll out management,” explains Brunsden. Axiz’s Ledibogo Partner Programme is currently focused on development of BEE SME resellers and there are no immediate plans to change it. “With our general reseller we’re focusing on improving our key contact points and using customer feedback to improve on areas important to them. These include access to our sales team, alternative ways of interacting with us, product knowledge and availability,” he says. Brunsden also says Axiz continues to assist in driving vendor certification programmes and regular update sessions. Axiz is geared towards continued improvement and focus on those partners who supported it in 2008.

Commercial DesktopPCs: Tarsus Technologies

WINNER

Tarsus scores with commercial desktop PCs 1st – Tarsus Technologies 011 531 1000 www.tarsus.co.za

2008

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By Kaunda Chama Tarsus Technologies is the top performer in the commercial desktop PCs category. “We have a focused and qualified pre sales team that assists sales people and resellers in supplying the correct solution for the requirements. Knowledge is power and power is money,” Tarsus says. Tarsus achieves highest scores in technical support and warranty, product quality and channel programme and contribution to profit margin. This track record is attributed to the fact that invests heavily in certifications. Tarsus’s lowest score is in product availability. Its approach to the channel is to treat them with respect, and understand there needs. “Successful partner programmes cover all areas of partner appreciation such as education, customer service, logistics, financial assistance, black economic

CRN SOUTHERN AFRICA • DECEMBER 2008

empowerment and corporate social investment. At Tarsus we go to great lengths to ensure that our partner programme covers all these key value points,” Tarsus says. The company’s Partner Programme consists of seven pillars: Finance; Pre- and Post-sales Support; Logistics, Staging and Stockholding; Training and Certification; A BEE Programme; The Tarsus Foundation; and Loyalty. Tarsus believes in rewarding resellers for their commitment through its Partner Rewards loyalty programme, which was established in 1998 in association with its sister company ACT. It is the South African IT industry’s longest running and most successful loyalty programme. Tarsus remains committed to assisting partners with training if they show it loyalty and continued support.

Notebooks & Mobile Computers: Rectron

Distributor gives good notes Distribution house Rectron scoops the notebook and mobile computers category in this year’s Outlook awards. Rectron responds that it is about having the right product, at the right price, at the right time, and having a product that people want. Rectron achieved the highest score in contribution to profit margin, product knowledge and product availability. The company also attributes this to having the right products that has contributed in a big way. With a lot of brands out there and everyone selling the same brands competing at all levels – selling something different makes all the difference. Rectron’s offerings allow differentiation and more freedom on pricing allowing for higher profit margins. The company also ensures that its products are well rounded and have extensive collateral available, covering all aspects of the technical unit details and a team that knows its products inside out. The distributors lowest score is for value added services

and the company is evaluating the right types of services on offer. Once these have been finalised and assessed thoroughly the value adds will increase to offer a tangible benefit to customers. Rectron currently does not have a partner programme in place for the notebooks category but this is in the pipeline and a multi-tiered program for different levels of customers with varying degrees of benefits will be implemented during the first half of next year. It is their number one priority to build on past achievements and take the category to new heights. Introducing new models and a range that is cutting edge using the latest technology is a must. “Continuing to hit the right price points with the right models is a major focus and ensuring that the already excellent quality and standards are maintained is paramount. We will continue to do what we are doing and improve many times over,” Zandre Rudolph, sales director, Rectron.

WINNER

By Kaunda Chama

1st – Rectron 011 203 1000 www.rectron.co.za

2008

SME Volume Servers(1 to 250): Pinnacle Micro

WINNER

Keeping the Pinnacle of server volumes Pinnacle Micro at the top. By Kaunda Chama Distribution powerhouse Pinnacle Micro scoops top spot in the SME volume servers (100 to 250) category. “We have focused a lot of energy and resource on growing this product line and have appointed department heads to focus on the VAD model of pre sales support on our server configuration. In addition we have pre built servers to match applications and we have made stock readily available in all our branches,” the company says. Pinnacle Micro achieves the highest score in value added services, product knowledge, product availability and contribution to profit margin. It comments: “We try to give the dealer double digit margin and our offers stack up well in the value versus power arena so it works well for our dealers.”

The distributor’s lowest score is in product availability. “This is not good and we will work hard to improve this. We try to have stock in all our branches but small items such as brackets sometimes run out,” he notes. Pinnacle focus on supporting the channel with VAD services, making stock readily available and providing profit margin. “Our partner programme is a referral model with targets built in for specific value added resellers,” he says. Pinnacle Micro have a ‘build your own server’ training programme launched last year and plans to refresh the initiative in 2009, while at the same time continuing with similar initiatives. The company plans improve on all its efforts and initiatives to hopefully double its volumes next year.

1st – Pinnacle Micro 011 265 3000 www.pinnacle.co.za

2008

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SME Volume Servers(1 to 100): Axiz “Our approach is purely channel focused, working with a clearly segmented but broad base of resellers and tailoring our plans to suit each customer segment. For example, an enterprise reseller may need our pre-sales skills to the same degree as an SME reseller, but they may need more complicated roll out management.” – Craig Brunsden, Axiz

Serving the SME space

Craig Brunsden

WINNER

Axiz also take SME volume servers. 1st – Axiz

By Kaunda Chama

Axiz 011 237 7000 www.axiz.com

Distribution house Axiz gets top accolade in the SME volume servers category for 2008. Craig Brunsden, Chief Marketing Officer at Axiz says the company’s nomination as the top distributor in this particular category is due to its understanding of the market and what it needs in terms of current technology. “Axiz understands the HP brand and the various server solutions and is able to bring the HP value-add to our resellers by offering relevant stock with the technical and presales expertise, to ensure a smooth implementation of a server solution – be it tower, rack or blade,” he comments. The company achieves highest scores in contribution to profit margin, product knowledge and product availability. Brunsden says: “We’re delighted that our efforts in

2008

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this sector are recognised by our customers. We’ve focused intensely on our product knowledge, with dedicated support skills and tools to ensure our sales team and resellers are equipped to compete. Product availability is also a major area of improvement for us. We’ve also invested in systems and technology to improve our product management, which has yielded results in the past year.” However Axiz scores low in value-added services. Brunsden responds to this by affirming that that the company aims to improve this area. Although the company focused more on issues like availability and knowledge over the past year, it plans to expand its product range and skills to take advantage of the opportunities. “Our approach is purely channel focused, working with a clearly segmented but broad base of resellers and tailoring our plans to suit each customer segment. For example, an enterprise reseller may need our pre-sales skills to the same degree as an SME reseller, but they may need more complicated roll out management,” explains Brunsden. Regarding the company’s partner programme, Axiz’s Ledibogo Partner Programme is currently focused on developing BEE SME resellers and there are no immediate plans to change this. “With general resellers we currently aim to improve our key contact points and use customer feedback to improve on areas important to them. These include access to our sales team, alternative ways of interacting with us, product knowledge and availability,” he says. Axiz continues to assist in driving vendor certification programmes and regular update sessions. The company is geared towards continued improvement and will continue to focus on those partners who supported them in 2008.

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Champions of the channel Once again CRN took time to gauge and publish which companies in the local space deserve recognition for their channel imitatives, product quality and service excellence. This year’s CRN Channel Champions Awards kept with last years format and had the same categories. CRN has kept to the same number of categories due to fact that we still strongly believe that the rapid commoditisation and convergence of certain IT products with digital lifestyle consumer products necessitates it. We still agree with the sentiment of industry stakeholders that this category should be represented by product categories found in the commercial IT channel. Because of this, once again, this year the categories went up to from 35 last year to 43 this year due to a further adjustment in product categories. This has been done to keep the Channel Champions Awards relevant. This year’s battle for the top accolade in the hardware space was clearly dominated by HP. Once again the solutions vendor pulled its weight and performed beyond expectations and received due commendation from its channel partners and the company proved why it still remains one of the multi nationals that control the majority of activity in the IT industry. Solution providers rated vendors in the 43 product categories according to the following criteria:    

Contribution to profit margin Product quality Channel programme and support Technical support and warranty As usual, in each of the product categories, each vendor needed a minimum of 10 votes to be in the running for the award. We would like to congratulate all the winners and look forward to working with you in 2009.

Kaunda Chama – editor

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Client & Server Processors: Intel

Intel manufacturing process always the best Jean Zorich

WINNER

By Dudu Shaba

1. Intel 2. AMD Intel 011 806 4530 www.intel.co.za

2008

Intel has won the Client and Server Processors category of the Channel Champion Awards 2008. Jean Zorich, distribution business manager, Intel, says that Intel South Africa has placed major emphasis on the channel and has worked hard to establish and maintain a strong presence in the market. “We value our customers and I think they realise this,” she comments. The company achieved the highest score of 3.38 for Technical Support; 3.31 for Product Quality; 3.25 for Contribution to Margin and Product Quality; and 3.19 for Channel Programme. Zorich says over the past 40 years Intel has maintained an exceptional level of product quality. “Our manufacturing process is regarded as one of the best in any industry and we will never compromise in this area. With regards to the company’s training initiatives and commitment to resellers, Zorich says training and edu-

cation is a top priority for Intel. “It is important that our channel is comfortable with our roadmap and the new technologies we are continually launching. We offer training to the channel in the form of our twice-a-year Intel Channel Conferences. “Technical training sessions are also held twice a year in different places around the country. We have various international training events which our resellers attend every year. We also offer private training where we go to our customers and train their staff. Our website is filled with training modules to keep you busy till infinity and beyond,” she comments. “Our channel will be equipped to deal in areas they have never been in before. This will allow for growth and hopefully good margins! We see convergence between CE, IT and the mobile space. In the past, these were very separate industries, we now see them as a larger playing field for us,” she concludes.

Embedded PCs: AMD

WINNER

AMD a champion 1st: AMD 2nd: Intel 3rd: VIA AMD 011 883 6502 www.amd.com

2008

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By Dudu Shaba AMD has come first in the Embedded PCs category of the CRN Channel Champions Awards 2008. Imi Mosaheb, country general manager SA, says that AMD has always been a leader in low-power solutions for the embedded segment. “When we made our solutions available in 2008 we experienced immediate customer adoption. Ingram Micro, an AMD master distributor, has committed to supporting and supplying these AMD solutions to the local market,” he comments. The company achieved the highest score of 4.14 for Product Quality; 4.03 for Technical Support or Warranty; and 3.97 for Channel Programme and Support. According to Mosaheb, since the launch of the company’s eighth-generation processor family (K8) in 2002, it has continuously improved quality to meet worldclass standards. “The channel has pursued low- system price leveraging for most of our entry-level processors. As such, the margin models are not attractive for the reseller but the

CRN SOUTHERN AFRICA • DECEMBER 2008

Imi Mosaheb

gross profit margin is still better than the competitive offering. It is very common for the channel to discount AMD and AMD-based systems. If you compare this with other multinational brands, the strategy of providing more value for the budget is pursued over a pricing discount strategy. This occurs worldwide and the local channel has failed to recognise and leverage this margin and revenue opportunity,” he explains. Mosaheb says that AMD partners and sales teams are consistently briefed and trained through small group sessions. The key success factors for stakeholders are immediate action to the awareness of the products and their benefits as well as increased sales of AMD PCs and notebooks. “We are also looking forward to leading with price-performance solutions, At Work or At Play (AMD Live), the ultimate visual performance on the go (AMD Game), design with business in mind to deliver the best value on the market and, finally, the mass acceptance of the brand through increased retail activity,” he concludes.

System Builders Components: Gigabyte

Moment of truth Tony Chiang-Lin

Gigabyte came first is the in the System Builder Components (Memory, CPU) category. With an overall score of 3.92, and managed to lead the likes of Intel and Kingston. “Gigabyte offers quality products and services with its Ultra Durable range of motherboards and graphics cards. Rectron has in house repair centres for Gigabyte motherboards and graphics cards,” says Gigabyte‘s spokesperson Tony Chiang-Lin, components business manager, Rectron. “Gigabyte also offers top-quality desktop and gaming chassis as well as the full Gigabyte Odin, Odin Pro and Odin GT power supply series. This gives our channel partners a total quality solution to choose from,” adds Chiang-Lin. According to Chiang-Lin, Gigabyte leads the PC industry with new quality and technical standards.

“This is most apparent with the introduction of solid capacitors on Gigabyte Ultra Durable motherboards in 2006. By 2007 almost every motherboard maker was using solid capacitors. In 2007 Gigabyte introduced Japanese solid capacitors, low RDS (on) MOSFETs and Ferrite Core Chokes on its Ultra Durable 2 motherboards –now almost every motherboard maker includes these components in its high-end models,” explains Chiang-Lin. “Gigabyte will continue to innovate and drive performance and quality standards in all of its product lines. “We are ready for the launch of the next generation Intel Core I7 CPUs with an extensive (and unequalled) range of X58 chipset motherboards. Our Ultra Durable 3 and X58 chipset motherboards will be our major marketing focus for the next two quarters,” concludes Chiang-Lin.

WINNER

By Dominic Khuzwayo

1st – GIGABYTE 2nd – Intel 3rd – Kingston Gigabyte 011 203 100 www.gigabyte.co.za

2008

Enterprise Wireless Products: 3Com

Did it again Tracey Lawler

By Stanley Chishala For the second time in a row, 3Com has walked away with the number one seat in the enterprise wireless products category with a whopping 4.28 score. Cisco scoops second place with an overall score of 3.40. If you are wondering what keeps the company in the top spot Tracy Lawler, Channel Manager, 3Com Africa, says that 3Com has an engine for continuing innovation in its China-based operation H3C. This brings its customers advanced technologies and also lower costs which enable 3Com to deliver more for less. With regards to the improvements that 3Com has made Lawler adds that 3Com products also benefit from huge research and development (R&D) resources that are based in China. “We have 2 500 engineers focused on R&D and innovation and this is constantly reflected in our portfolio. 3Com products use the latest silicon and other power-

saving innovations for greater energy efficiency. They offer greater performance for less cost than the competition. We are also bringing new technologies to the market such as IP video surveillance,” says Lawler. 3Com’s contribution to profit margin is at 4.30 and Cisco comes in behind at 3.42. Says Lawler: “It is our price and performance that distinguishes us from our competitors. Customers want value and 3Com delivers value through a unique cost model, which other vendors cannot match.” In addition, 3com’s channel programme keeps the company going. Its channel programme supports the channel in reaching enterprise and Government customers. ”Our growth is based on our commitment to being a channel-centric company that supports partners and acustomers with strong 3Com consulting and network engineering skills,” concludes Lawler.

WINNER

3Com staying on the first seat.

1st – 3Com 2nd – Cisco 3Com 011 300 2300 www.3com.com

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Enterprise Networking Hardware(LANs & WANs): HP ProCurve

“We provide an exceptionally aggressive return on investment value offering in the short and long term, which in the current economic climate, is extremely well received across multiple markets.” – Lorna Hardie HP ProCurve, SA.

WINNER

Strongest Link 1st – HP ProCurve 2nd – 3Com

ProCurve proves why it grows.

011 785 1000 www.procurve.com

By Dominic Khuzwayo HP ProCurve proves that it is a leader in the network environment by taking top spot in this year’s CRN Enterprise Networking Hardware (LANs) category. “HP ProCurve has been growing at a phenomenal rate over the past few years, in fact earlier this year we were growing almost four times the growth rate of the networking industry,” says Lorna Hardie, Business Unit Manager, HP ProCurve SA. “As a dynamic company our passion for growth and the fact that we are the second largest enterprise networking vendors, we constantly look for ways to add value to our customers,” adds Hardie.

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Lorna Hardie

CRN SOUTHERN AFRICA • DECEMBER 2008

Hardie explains that ProCurve’s business is based on focus, innovation and service. It solutions are developed with the customers’ current and future needs in mind. HP ProCurve has an incredible best-in-class product and solution range to suit a broad spectrum of networking requirements for small and medium business (SMB) and corporate and enterprise customers. “We provide an exceptionally aggressive return on investment value offering in the short and long term, which in the current economic climate, is extremely well received across multiple markets,” says Hardie. One of HP ProCurve’s recent successes is the acquisition of Colubris Networks, a US-based global provider of intelligent wireless networks for enterprises and service providers. HP plans to integrate Colubris’ extensive product line into its ProCurve Networking product portfolio, which will expand HP ProCurve’s reach into vertical markets such as hospitality, transportation, healthcare, manufacturing, service provider and education. In addition Hardie says that channel remains an integral part of HP and the HP ProCurve strategy and is an extension of its team. “We value them as our partners and are constantly ensuring that their business objectives are met, as they do the same for us. “Today, there is no question that change is a constant and the pace of change is fiercely accelerating all the time.” “We look at how we can assist organisations to remain competitive in the face of change. It is key for companies to avoid overspending by investing in the correct networking products, solutions and services from the start,” says Hardie.

SME Networking Hardware

: Netgear

(LANS & WANS)

WINNER

Success pays up 1st – Netgear 2nd – Cisco 3rd – 3Com Netgear 011 351 9800 www.netgear.com

2008

By Dominic Khuzwayo Success is simply a matter of luck; ask any failure, this is according to a famous quote by Earl Wilson. In the CRN Channel Champions awards luck doesn’t come into it but success makes you a winner. Netgear is proof of that – as it is the winner of the SME Networking Hardware (LANs &WAN) category. Netgear’s score of 3.89 just pipped Cisco to the post – Cisco scored 3.75. “Netgear has performed exceptionally well in the local market with substantial year-onyear growth. Netgear’s success results in increased brand awareness and market penetration for the product range, which is available nationwide through its exclusive distributor, Duxbury Networking,” says Graham Duxbury, CEO Duxbury Networking. “Netgear is encouraged by the fact that the small to medium sized enterprise (SME) market in SA is very supportive of the range, which offers suitable solutions for most companies in a variety of different commercial and industrial sectors,” adds Duxbury.

Graham Duxbury

Netgear believes that this support is forthcoming because of its dedicated focus on R&D. As a result it brings products that meet the growing networking needs of SMEs and with Netgear ‘big company’ features are available at affordable prices. “Netgear is constantly upgrading its products in line with its R&D. New firmware upgrades are frequent, which allow users to benefit from cutting edge technologies and trends. Most significantly, Netgear has introduced new wireless networking product offerings targeted at SMEs that increasingly rely on web 2.0 and email applications to conduct their business,” say Duxbury. “Netgear continues to develop products aimed specifically at the SME market with a firm focus on training and support for its channel partners, under the Duxbury Networking banner.” “We are committed to bringing affordable security solutions to the market and we continually improve our existing product range,” he adds.

SME Wireless Products: D-Link

D-Link excels WINNER

By Dudu Shaba

1st- D-link 1st- Cisco 2nd- Netgear D-Link 012 665 2165 www.dlink.com

2008

52 •

Tobie van Schalkwyk

D-Link has won the SME Wireless Products category in the CRN Outlook Awards 2008, as voted by solution providers in the channel. The company scored 3.92 votes out of a possible 6.00. Tobie van Schalkwyk, D-Link country manager attributes this to affordability, quality and flexibility. “D-Link offers a vast range of wireless products that are easy to configure and affordable to all. Add a dedicated team and distribution partners to the equation and you have a winning recipe,” he remarks. The company achieved a highest score of 4.13 for product quality, 4.00 for technical support, 3.83 for channel programme and support, and 3.74 for contribution to profit margin. Van Schalkwyk says that this is due to the company’s attention to detail. With regard to contribution to profit margins, he comments that D-Link is very competitively priced. “The low score for contribution to margin comes as a surprise. D-Link is always looking at new ways to introduce technology at an affordable price to all – hence our slogan “Building Networks for People”,” he says.

CRN SOUTHERN AFRICA • DECEMBER 2008

According to Van Schalkwyk, channel focus has always been one of the company’s main priorities. “We also have a unique Test Drive Programme in place offering resellers the opportunity to put our products to the test before purchasing. The Test Drive campaign includes a free assessment of the end-user’s network and installation training to the reseller. For using the Test Drive campaign resellers are rewarded with Plus Points,” he explains. With regard to the company’s training initiatives and commitment to resellers, Van Schalkwyk says that DLink is hosting D-Link Certified Engineer (DCE) training sessions as well as specialised workshops all over SA on a regular basis. He highlights that the DCE course will be replaced in 2009 with D-Link Certified Specialist and D-Link Certified Professional courses as part of a global initiative. “In 2009 we will continue to focus on our channel partners making sure the service and products we supply to the market are the best offerings available,” Van Schalkwyk concludes.

VoIP: Cisco

“Cisco will execute a global strategic initiative to

1st – Cisco

WINNER

empower small businesses with networked products, services and support.” –

Cisco 012 663 5831 www.cisco.com

Prabashni Pillay, Cisco SA

Prabashni Pillay 2008

Are you ready! Cisco shakes the stage. By Dominic Khuzwayo Going forward, Pillay mentions that Cisco will look to working closely with channel partners to capitalise on the globalisation of business and the growth of multinational businesses worldwide. “Also, Cisco will execute a global strategic initiative to empower small businesses with networked products, services and support,” concludes Pillay.

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Cisco comfortably won the VoIP category in the Channel Champions’ awards this year. Cisco was voted number one with an overall score of 3.64. Prabashni Pillay, regional channel manager, Cisco SA says: “Cisco captures market transitions before they occur.” “Not only is Cisco identifying and capturing market transitions faster than its competitors, but it is able to help its customers to anticipate and plan for those transitions and meet their overall business goals,” adds Pillay. She explains: “Cisco has long been recognised as a pioneer in using the Internet and its own network to improve its business practices. Each year, Cisco introduces new applications/technologies, enhances existing ones and increases adoption of technologies to improve its own operational efficiencies.” According to Pillay, Cisco sells more than 80 per cent of its technology solutions through the channel. “We are committed to providing partners with the necessary training, incentives and tools to grow their businesses and serve customers across all industries. “Together with our partners we are leading the creation of the next generation channel strategy, the Collaborative Channel. Even in this challenging macroeconomic environment collaboration is rapidly becoming a business imperative and needs to be a mutual priority. “We are building collaboration into every element of our channel strategy to enable innovation and differentiation,” she says.

1.00

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CRN SOUTHERN AFRICA • DECEMBER 2008

• 53

Barcode Printers: Zebra

Looking ahead, Zebra aims to provide continued

Well coded

commitment to its channel, including further development by providing best of breed solutions to further support its partners.

Zebra leads the barcode category. By Kaunda Chama

WINNER

1st – Zebra Technologies 011 201 7712 www.zebra.com

2008

54 •

This year’s barcode printers and accessories category went to Zebra Technologies one of the leading global providers of barcode printing solutions and is represented in over 90 countries. The company has had a local presence since 2005 and says it has the ability to offer the necessary tools with respect to technical, sales and marketing requirements to its channel partners. “In addition to the quality of our products, it is important for us to have representation from a local perspective to effectively support our distributors, partners and end customers,” says Janine Mc Ewan, regional manager Zebra Technologies South Africa. The company achieved its highest scores in technical support and warranty, product quality and channel program; she comments: “Zebra solutions are used by more than 90 percent of Fortune 500 and global 2000 companies to improve business processes, increase productivity, and strengthen security. Over six million Zebra printers have been sold worldwide. “Our PartnersFirst Programme implemented in 2006, is a suite of programmes tailored to help our partners enhance the end-value of Zebra products and increase customer satisfaction. “With this model in place, we were able to provide a framework for business growth and provide our partners with on-hand access to marketing, training and technical tools, creating top of mind awareness,” says Mc Ewan. Incorporated in the PartnersFirst model, Zebra provides local technical training courses and tools that enable its partners to provide a value add solution offering, complimentary to its product or service offerings. “At Zebra Technologies, we believe that success comes from creating opportunities. And the best way to create opportunities is to establish dynamic partnerships with organisations whose products, services, resources, skills, and/or expertise complements our business,” she comments. She adds that currently the company sees a number of projects that its partners our involved with, who offer the required value add which in turn enables partners to maintain healthy margins. “Where project purchases are viewed more as a commodity purchase, purchasing behavior differs whereby benchmark pricing is requested. These types of purchasing patterns can create strong competitor influence and in some cases, create unnecessary margin pressure. “Zebra consistently supports our partners by provid-

CRN SOUTHERN AFRICA • DECEMBER 2008

ing our PartnersFirst members with access to specialised resources that include numerous tools, introducing partners to our brand, products, markets, applications and what makes Zebra unique,” explains Mc Ewan. As Zebra only supports an indirect Sales model, it is able to achieve a very loyal and dedicated channel. Zebra is continuously looking to improve on services offered to channel partners such as our PartnersFirst channel programme, as a primary supporting tool to achieve desired results. “PartnersFirst is tailored to meet local market needs and conditions. The programme will continue to be developed in response to changing market requirements. “Sub-tracks within our PartnersFirst channel programme, recognise channel partners with specialist expertise, knowledge and/or training. Current subtracks are RFID Specialist Partners, Kiosk Specialist Partners, Supplies Specialist Partners, Zebra Authorised Service Providers (ZASP), and Independent Zebra Authorised Service Partners (IZASP),” she explains. Mc Ewan notes that an example of further development to Zebra’s channel programme, are the incorporation of its two newly released sub tracks, namely Kiosk and Cards. “Due to the recent acquisition of Swecoin, the Kiosk and Ticket printer manufacturer, we have added a new sub track to support newly acquired partners, as well as providing our continued support to existing partners specialising in these products. With the recent integration of the Zebra Cards division incorporated in the Barcode division, we have now implemented Card sub tracks; amongst others to provide a clear discount and certification model for our Card partners,” she explains. On the training side, included in its PartnersFirst channel program, the Zebra Authorised Service Provider (ZASP) program sub-track aims to build and maintain a global network of Zebra resellers who have demonstrated a commitment to providing quality service and support for all Zebra products. ZASPs are endorsed and promoted by Zebra for providing field service repair. Looking ahead, Zebra aims to provide continued commitment to its channel, including further development by providing best of breed solutions to further support its partners. “Ours strategy is to listen to our partners and continue to implement processes to increase our service offerings and meet the users requirements to optimum satisfaction,” she concludes.

Consumables: Epson

One winner Albert Fayard

Epson is the winner of the CRN 2008 Channel Champions in the consumables category with an overall score of 3.57. Albert Fayard, General Manager, Epson SA says Epson is a progressive company, trusted throughout the world because of its commitment to customer satisfaction, environmental conservation, individuality and teamwork. “Epson is confident of its collective skills and meets challenges with innovative and creative solutions.” In the channel programme and support category, Epson just fell short of Canon’s impressive score of 3.47, with 3.45. Fayard says that the Epson channel partner programme has significant impact on and contributes greatly towards the company’s overall growth in southern Africa. Epson currently has 199 channel partners throughout southern Africa, comprised of ‘Gold’, ‘Silver’ and

1st – Epson 2nd – Canon 3rd – HP

WINNER

By Stanley Chishala

‘Bronze’ partners that are grouped according to revenue targets set by Epson. “The company’s partners have helped to grow our revenue by R280 million in 2007; increasing hardware sales by 17 percent to 80 000 units; and supplies sales by 4 percent, from 550 000 to 580 000 units.” Fayard cites some of the challenges they face, such as the use of cartridges and inks that are not as carefully designed for use in specific Epson printers, which result in inferior image quality and printer malfunctions. Epson recognises that there are two types of resellers. The first is interested in selling a unit at the lowest possible price and the second conducts a needs analysis with each customer to supply the correct printer for that customer’s needs. The second type of reseller does not necessarily suggest the most affordable printer and usually generates repeat business to ultimately ‘win’ in this environment. “Epson’s core technologies uplift our everyday lives and change the way we communicate and go about our business,” says Fayard.

011 201 7741 www.epson.co.za

2008

Impact Printers: Epson

Albert Fayard

Epson maintains highest standard

Epson has been voted best in the CRN 2008 Outlook Awards’ Impact Printers category by solution providers. The company achieved an overall score of 3.50 out of a possible 6.00. Albert Fayard, GM, Epson SA says Epson has won this category because it is leading in this market, and few manufacturers are still producing these printers. “Epson has strengthened its market share in this segment and still does R&D on impact printers and strives to improve the technology,” he comments. The company achieved its highest score of 4.00 for Product Quality with 3.41 for Channel Programme and Support; 3.35 for Contribution to Profit Margin; and 3.24 for Technical Support. Fayard emphasises that the quality of all Epson’s products has always been of the highest standard. “Epson prides itself on producing products that are durable and can handle the tough working environments they operate in, thereby giving customers peace of mind. This can be confirmed by the large number of older

model dot-matrix/impact printers that are still operating after years of service,” he says. The company’s lowest score was in the Technical Support category. “Technical support is and will always be a subjective category. It all depends on a customer’s experience when they require technical support,” Fayard comments. Fayard says the company offers technical training for resellers through its technical partner company Partserve. He says any product training required by resellers is arranged with the respective account manager from Epson’s offices. He adds that Epson also offers product training sessions on new products from time to time, which are handled by the company’s overseas product managers. “We will be launching a new range of products that will be less expensive but high on features. We will be entering the high-volume label printing market in 2009 which will broaden our product offering for our prospective customers,” Fayard concludes.

WINNER

By Dudu Shaba

1st Epson 011 201 7741 www.epson.co.za

2008

CRN SOUTHERN AFRICA • DECEMBER 2008

• 55

Display Panels: LG

“LG is an innovator as well as a major player in the global flat-panel display market.” – Tony dos Santos, LG Electronics SA.

WINNER

Tony dos Santos, LG

1st – LG LG Electronics 011 571 6700 www.lge.com

Dominating the game wins LG best player. By Stanley Chishala

2008

Unlike 2007 where there were two winners, this year LG proved that some things are not for sharing by winning in the Peripherals (Display Panels) category with an overall score of 3.64. Tony dos Santos, divisional manager, LG Consumer Sales says, “LG is an innovator as well as a major player in the global flat-panel display market. “LG is a global leader and technology innovator in

Display Panels 6.00

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LG

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CRN SOUTHERN AFRICA • DECEMBER 2008

consumer electronics, mobile communications and home appliances, employing more than 82 000 people working in over 110 operations, including 81 subsidiaries around the world. “LG’s products feature unique technological advancements. For example; LG’s intelligent sensor technology incorporated in the Scarlet LG60 TV consumes up to 69.5 per cent less power. This is the same technology that helps other LG LCD TVs achieve their energy efficiency and picture quality,” explains Dos Santos. Looking at what LG has improved in its products, Dos Santos mentions that it has increased its line-up to include more full HD models as well as a differentiated cosmetic appeal. “Our new 42 LG80 has moving speakers as well as surround sound. This feature is one of LG’s unique selling points,” he says. According to Dos Santos, one of LG’s highlights of 2008 was the launch of Scarlet, one of the world’s slimmest LCD TVs at just 45mm. “It is LG’s flagship LCD TV for 2008, giving viewers the ability to calibrate the image precisely and automatically adjust brightness according to ambient light, creating an optimal viewing experience,” adds Dos Santos. Going forward Dos Santos says, “LG’s goal is to become one of the top three global players in consumer electronics by 2010. We are taking a proactive approach to energy and environmental issues, and are working to enhance our expertise and capabilities in these areas.”

Large Format Printers: HP

“By definition, the customers that acquire large format printers are professionals such as architects, professional photographers and CAD/CAM users, these professions require precision.” – Thibault Dousson, HP.

HP meets the needs of professionals Ensuring that customers get the right advice and solutions.

WINNER

By Dudu Shaba

1st – HP 011 785 1000 www.hp.co.za

2008

HP has been voted best in the Large Format Printers category of the CRN Channel Champions Awards 2008. Thibault Dousson, channel manager, HP, says the company has adopted a focused channel approach to the sales and service of these products. “Part of the focused channel approach is to provide extensive training from a sales perspective but it also includes being capable of servicing and repairing the products,” he says. The company achieved its highest score of 3.55 for Product Quality; 3.18 for Contribution to Profit Margin; 2.91 for Channel Programme and Support; and 2.73 for Technical Support. Dousson says that the large format printer environment is very specialised and also very competitive. “By definition, customers that acquire large format printers are professionals such as architects, professional photographers and CAD/CAM users. These professions require precision. Clearly, these professionals have

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CRN SOUTHERN AFRICA • DECEMBER 2008

identified HP large format printers as being synonymous with quality,” he comments. On the lowest score achieved, he says HP is encouraging its resellers to carry out repairs themselves thereby becoming independent. “This strategy also allows resellers to own the customer because they not only own the solution and the supply chain but also the service and repairs of the product. This is taking some time to implement but HP is seeing the benefits of this programme,” he comments. With regard to the company’s training initiatives, Dousson says HP constantly solicits feedback from its resellers to ensure it keeps in touch with what is important to them. “We strive to bring the best learning experience to our resellers by providing them with relevant training at the right time through the right medium in order to match the right skills to their business needs. Our goal is to enable our resellers to sell with confidence and success without compromising quality of product or service. Evidence of our approach is in the variety of training offerings and methods we make available to our reseller channel. Further, HP resellers that are trained and certified are rewarded by HP for their investment,” he says. Looking ahead, Dousson says HP is upgrading and expanding its Preferred Partner Programme to include a new Gold level. “The Gold level extends the added-value proposition of HP’s Preferred Partner Programme by rewarding and protecting resellers who seek the uppermost level of HP investment and commitment to the best total customer experience. HP Gold Preferred Partners tend to fit into one of two categories; those seeking growth through specialisation and those who are very large HP partners,” he concludes.

Multifunctional Printers: Canon

WINNER

New Champions 1st – Canon 2nd – HP 3rd – Lexmark Canon 011 265 4900 www.canon.co.za

2008

Michelle Janse van Vuuren

By Stanley Chishala For the first time, Canon topples last year’s winners Lexmark off the top to snatch first prize in the Multifunctional Printers (MFPs) category. Canon’s overall score of 3.89 sealed the deal and HP comes close second with 3.34. Lexmark made a slide to third place with a disappointing 2.60. Says Michelle Janse van Vuuren, General Manager, Marketing, Canon SA: “Our secret is to strive to meet market position requirements, which are set by Canon Europe.” Janse van Vuuren confirms that Canon’s success is down to its commitment to research and development (R&D). Also its innovative products help it to weather economic storms and make the most of prosperous times. According to Janse van Vuuren one of the highlights this year was its four road shows that were held across the country. “The road shows were bolstered by our products.

In addition, Photokina recently provided the ideal opportunity to take 12 partners to the foremost Canon exhibition in photo video innovation.” “We continue to launch innovative products that are focussed on various segments of the market – from entry-level to professional users. We’ve also recently made a number of groundbreaking photo video announcements,” says Janse van Vuuren. “As our competitors and product range increase so does the marketplace and we are all competing for the same shelf space,” adds Janse van Vuuren. She adds that Canon has no global or countrywide channel programme. “We choose to deal directly with our partners and negotiate with them individually to meet their specific requirements.” “We will continue to uphold our reputation as a constant and loyal vendor partner to the South African channel,” she concludes.

Network Printers: HP

Network printers a necessity The differentiator is the ease of implementation.

WINNER

By Dudu Shaba

1st – HP 011 785 1000 www.hp.com

2008

60 •

HP has been voted as best in the Network printers Category for the CRN Channel Champions Awards 2008. Thibault Dousson, channel manager, HP, says that most HP printers are available with the network capability as an option. “Likewise, duplex, stacker and wireless options are also available. However the differentiator is the ease of implementation. This is done through simple processes which include the implementation of universal drivers, management of devices and performance monitoring of the devices. As the customer requirements for networking become pervasive, the fact that printers must be easy to network is not an option, it’s a necessity,” he comments. The company has achieved the highest score of 4.06 on product quality, 3.94 on channel programme and support, 3.88 on contribution to profit margin and 3.06 on technical support. Dousson says that the cost per page, print quality, TCO and reliability are some of the considerations that customers look at when making a decision on their products.

CRN SOUTHERN AFRICA • DECEMBER 2008

On the lowest score achieved, Dousson says that the newly Authorised Service Partner Program enables specialists to benefit from HP’s high-quality expertise, to ensure they have the necessary information to provide the highest levels of both pre- and post- sales services to meet customer needs. With regards to the company’s training initiatives for resellers, Dousson says that HP constantly solicits feedback from resellers to ensure they are in touch with what is important to them. Looking ahead, Dousson says that HP is upgrading and expanding its Preferred Partner Programme to include a new Gold level. “The Gold level extends the added value proposition of HP’s Preferred Partner Programme by rewarding and protecting resellers who seek the uppermost level of HP investment and commitment to the best total customer experience. HP Gold Preferred Partners tend to fit into one of two categories, those seeking growth through specialisation and those who are very large HP partners,” he concludes.

POS Solutions: Symbol

Symbol Moto wins Mark Kelly

By Dominic Khuzwayo tomer facing application for price look ups, product information and in store helpdesk; portable personal shopping for self scanning, self check out and gift registry will result in solution providers providing a more complete solution. According to Kelly, POS is improving business, “Stock visibility across stores, product on shelve and information at your fingertips. And shop assistants being more informed and gathering shopper habits.” And recently Motorola‘s Enterprise Mobility business launched two new mobility devices, the CA50 and MC75. The CA50 is intended for ‘indoor’ use, while the rugged MC75 is ideal for field work, incorporating a range of features including GPS. And looking at the future of Point of Sale Kelly says: “No out of stock situations will occur with automated replenishment and minimal queues due to proper reporting.”

1st – Symbol/Motorola

WINNER

Symbol Technologies which has now been bought by Motorola won the channel champions awards in the Point of Sale category. With some of the Symbol products still in the market, it was not a surprise to see them coming first with an overall score of 3.09. The Symbol products used to have a Motorola logo but now all has change as the products comes only in Motorola brand. Mark Kelly, country manger, Motorola says, Motorola provides a range of retail solutions designed to transform the consumer experience, improve sales associated productivity and maximise supply chain efficiency. Kelly points that, sometimes the only interaction shoppers have with the organisation comes at the point of sale. And looking at the opportunities in the POS industry, Kelly says that as POS gets to the next level, the shopping experience: Sales associate VOIP communication devices for in-store and store to store communications will become common. Micro Information Kiosks for cus-

Motorola 011 800 7800 www.motorola.com

2008

UPSes & Data management Products: APC

Keeping things running Once again APC by Schneider Electric takes the UPSes and Data Centre Management Products category. “APC by Schneider is the leading company worldwide in providing infrastructure solutions to meet the changing current day Data Centre needs. “The driver for change has been the Blade server technology, coupled with consolidation and Virtualisation. The Legacy way of building data centres does not meet current day needs and APC by Schneider is the first company to recognise this problem. It develops innovative holistic solutions to address the problems,” says Neill Schreiber, the company’s spokesperson. The company achieves the highest scores in technical support and warranty, product quality and channel programme. Larger UPS units and solutions are backed up by APC’s own service teams that are located in all major cities. “The channel therefore can sell our products and solutions knowing they have full support and access to our technical and service teams.” APC’s lowest score is in contribution to profit margin, to which Schreiber says: “APC by Schneider Electric is in

process of launching new African reseller programmes, which will include benefits such us marketing development funds and lead generation. “Resellers are encouraged to step up their level of accreditation with APC, by Schneider Electric, so that they are able to receive these funds. Another benefit includes our Opportunity Registration Programme, which is a discount structure for partners who register their larger opportunities with APC first.” This programme offers up to 6% additional discount and partners are encouraged to get accreditation levels that include Authorised, Silver or Gold. APC continuously looks at new products to sell in Africa such as Back UPS RS, which are competitively priced. In addition Silver and Gold Partners benefit from the APC Opportunity Registration Programme that rewards silver and gold partners by protecting them on presale designs and consulting investments for generating incremental deals for APC Solutions. APC is focused on the continuation of the training and empowerment initiatives that were started this year.

WINNER

By Kaunda Chama

1st – APC 011 465 5414 www.apc.com

2008

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Networking Security Hardware: Symantec

Symantec

first in Network Security

WINNER

By Dudu Shaba

1st – Symantec 011 804 4670 www.symantec.co.za

2008

Symantec has been voted as best in the Network Security Hardware Category for the CRN Channel Champions Awards 2008. Mark Smissen says that this is as a result of innovation coupled with channel partners who are driven to succeed. The company has achieved the highest score of 2.64 in both technical support and channel programme and support programme and a score of 2.45 for both the contribution to profit margin and product quality categories. Smissen states that the Symantec Partner Programme management is a dedicated function within Symantec that benefits all, he says that skills development is handled at a central point in Symantec for the channel. “Symantec has expanded its technical support offerings, most notably the successful debut of our Business Critical Support which offers dedicated technical account management and pro-active environmental reviews.

As more Symantec partners qualify for the aggressive rebates on offer, the profitability of Symantec products will soar. As stated at the annual Symantec Partner Summit, there is almost R200m in extra profit available to the channel,” he comments. Smissen says that Symantec enhances the competencies of partners, strengthens their go-to-market offerings and rewards the channel directly for its success. He adds that the Symantec Partner Programme offers prestige, annuity revenue streams while maintaining a careful balance by rewarding effort, initiative and competency. With regards to the company’s training initiatives, he says that Symantec has launched the Partner University aimed at providing the hands on skill necessary to implement, upgrade, troubleshoot and support Symantec technology. Looking ahead, Smissen says that Symantec will be delivering on the promise of further integration and advances in product quality.

Client Security Software: Symantec

Symantec remains firm WINNER

Symantec shines in Client Security Software. 1st Symantec 011 8044670 www.symantec.co.za

2008

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By Dudu Shaba Symantec has been voted as best in the Client Security Software category for the CRN Channel Champions Awards 2008. Mark Smissen, commercial manager, Africa, says that the company has successfully redefined the endpoint security market by offering revolutionary technology that is capable of meeting all the requirements of an ever changing security threat landscape. The company has achieved the highest score of 2.76 on technical support, 2. 64 on channel programme and 2.45 on both contribution to profit margin and product quality categories. “Symantec has not settled for cobbling together out dated technology to address the new threat protection needs, instead our investment in research and development has created a technology platform that is years ahead of the competition. This trend will continue unabated into next year,” he comments. The lowest score was in the contribution to profit margin category, Smissen, believes that as more

CRN SOUTHERN AFRICA • DECEMBER 2008

Symantec partners qualify for the aggressive rebates on offer, the profitability of Symantec products is soaring. “As stated at the annual Symantec Partner Summit, there is almost R200m in extra profit” available to the channel,” he comments. Smissen says that Symantec enhances the competencies of partners, strengthen their go-to-market offerings and rewards the channel directly for its success. He adds that the Symantec Partner Programme offers prestige, annuity revenue streams while maintaining a careful balance by rewarding effort, initiative and competency In addition to that, he says that Symantec has launched the Partner University aimed at providing the hands on skill necessary to implement, upgrade, troubleshoot and support Symantec technology. Looking ahead, Smissen says that the company will be delivering on the promise of further integration and advances in product quality.

CRM: Softline Accpac

Accpac CRM solution Jacqui Scorgie

remains a valuable tool

Softline Accpac has been voted as best in the CRM category for the CRN Channel Champions Awards 2008 by the solution providers in the channel. Jacqui Scorgie, Channel Marketing Manager, Softline ACCPAC says that the strength of functionality and quality of Accpac CRM, which is unrivalled in the mid-market ERP space, has undoubtedly achieved it the accolade. She adds that the sales and technical support that the company has provided to the channel has also contributed to the number one position. The company has achieved the highest score of 3.71, in the Technical Support category, 3.65 on Product Quality, and 3.59 in Channel program andsupport and 3.47 in contribution to profit margin. On the low profit margin rating, she says that Accpac CRM forms a part of the entire Accpac ERP offering and

is often one piece of the overall solution pie. Thus, its contribution to the channel’s overall Profit Margin may be nominal compared to the rest of the system. With regards to the company’s training initiatives, Scorgie says that its plan is to implement some form of Web-based training, taking into account the daily time constraints on channel partners, who are mostly with clients during the day. For 2009 she says that a new channel initiative for their partners, is its loyalty programme, Accpac 360° Rewards. “This is an Exclusive Lifestyle Benefits Programme, which gives the partners immediate access to a wide range of discounts and special offers from top quality suppliers throughout South Africa, in the areas of travel, leisure and entertainment, health and wellness, home and décor and more,” she concludes.

WINNER

By Dudu Shaba

1st – Softline Accpac 011 803 7327 www.accpac.co.za

2008

Databases & Content Management Software: Oracle

“The result of this drive provides more support to ISV’s, creates more repeatable offerings with System Integrators, continuously improves resellers skills to ensure they can compete, win and focus on new Oracle product strategies and go-to-market initiatives.”

WINNER

Ike Ngwena

1st Oracle 011 319 4000 www.oracle.com

Oracle is highly reliable By Stanley Chishala

2008

Oracle has been voted as best in the Database and Content Management Software Category for the CRN Channel Champions Awards 2008. Ike Ngwena, Oracle Channel and Alliances Director, says that Oracle products and industry solutions are recognised by several independent research companies as market leading. He says that Oracle Database is recognised as the number one Database product in the world and Oracle Fusion Middleware is a Leader in areas such as Enterprise Portal, Application Server and Enterprise Performance Management. In addition to that, he says Oracle Partner Network (OPN) is globally recognised as one of the world’s lead-

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CRN SOUTHERN AFRICA • DECEMBER 2008

ing partner programmes. The company has achieved the highest score of 3.40 in Product Quality, 3.27 in both Channel Programme and Support and Technical Support and 3, 07 in Contribution to Profit Margin, Ngwena says that Oracle’s product leadership, product strategy commitment to completed, integrated and open solutions and on-going R&D investment continue to keep its products ahead of the curve and attract partners to the OPN. “Simultaneously, programmes such as Oracle Accelerate and the Oracle Remarketer Programme will continue to make it easier for partners to engage with the company and identify new opportunities to drive revenues. There has never been a better time to be part of the 20,000-strong global Oracle Partner Network,” he says. With regards to the company’s training initiatives for resellers, Ngwena says that in the past financial year Oracle has delivered more than 79,000 instructor led training days and more than 37,000 online training courses to its partners across Europe, Middle East and Africa on current and acquired product sets. Looking ahead, Ngwena says that Oracle is always focused on increasing the level of partner participation and presence in its marketing and business development activities with clearly defined success metrics. “The result of this drive provides more support to ISV’s, creates more repeatable offerings with System Integrators, continuously improves resellers skills to ensure they can compete, win and focus on new Oracle product strategies and go-to-market initiatives,” he concludes.

Enterprise Business Applications: SAP

SAP bridges the gap Allowing high quality projects in Large Enterprise and the SME sector.

SAP has been voted as best in the Systems and Enterprise Business Applications category in this year’s awards. Hildburg Hofer, SAP channel director, SME Africa, says that SAP has been nominated in this category because of the product portfolio that allows delivering high quality projects within the large enterprise space down to the lower SME space. The company has achieved the highest score of 4.00 in contribution to profit margin, 3.64 in product quality and technical support, and 3.73 in channel programme and support. Hofer says that SAP has a partner program that is unique in rewarding not only sales transactions but also for capacity-building activities such as training and customer satisfaction. Our strategy is based on a targeted number of select

partners who provide exceptional value-added solutions in the markets we need to address. That means delivering high value in their SAP solutions, and in customer satisfaction – especially for midsize companies that have unique demands for customisation and for SAP solutions,” Hofer says. With regards to the company’s training initiatives and commitment for resellers in the channel, Hofer says that SAP is focusing on building a high quality channel the partner program is specifically geared for enablement of the partners. Looking ahead, Hofer says that SAP wants to achieve and win again in this category in 2009. “We want to raise the bar to stay ahead of the pack. We want to make sure our partners help the growth of many thousands of SME companies, thereby achieving both their and our business goals,” he concludes.

WINNER

By Dudu Shaba

1 st – SAP 011 235 6000 www.sap.com

2008

Operating Systems: Microsoft

Microsoft takes the award Colette Damant

Microsoft has been voted as best in the Operating Systems Category for the CRN Channel Champions Awards 2008. Colette Damant Partner Strategy and Programmes Group Manager, Microsoft SA.attributes this to the company’s technical enablement and co-marketing programs that delivers value to their partner ecosystem. The company has achieved the highest score of 4. 33 in technical support, 4.17 in both contribution to profit margins and product quality and 3. 75 in channel programme and support. Damant says that Microsoft is are continually working to enable its partners to better deliver the solutions and services that the marketplace demands. With regards to the company’s training initiatives, Damant says that one of the cornerstones of its partner programme is helping their partners to expand their skills base. Partner Skills Plus is the gateway to exclusive certification offers. Partners can save on practice tests and exams

to help grow their expertise and fulfill certification requirements. They can also gain access to Microsoft developer tools, operating systems, servers and productivity applications, including the latest evaluation and beta software,” he says. Microsoft’s Partner Programs Vision is that any one partner of any type can, by partnering with Microsoft, extend their market reach, reduce costs, increase profitability, and potential. It’s easier to work with Microsoft today than ever before, and our technical enablement and co-marketing programs are delivering unparalleled value to our Partners. “We will always evolve to remain relevant. We’ve made modifications to the Microsoft Partner Programme since its inception to streamline processes and add new resources. It’s vital that the programme remain relevant and effective for our partners. The evolution is based on partner feedback and industry changes, with a goal of promoting partner business growth,” she concludes.

WINNER

By Dudu Shaba

1 st – Microsoft 2 nd – Novell 3 rd – Red Hat Winner: 1. Microsoft 086 022 5567 www.microsoft.com

2008

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SME Business Applications: Softline Pastel

Softline Pastel keeps things simple WINNER

By Dudu Shaba

1st – Softline Pastel Softline Pastel 011 304 3600 www.pastel.co.za

2008

Softline Pastel has been voted as best in the SME Business Applications category for the CRN Channel Champions Awards 2008. Daryl Blundel, Sales Director, Softline Pastel, says that its approach has always been to keep things simple. “We are in a very fortunate position in that we develop our own products and our software development teams are based in South Africa, unlike our competitors we are not subjected to lengthy delays nor do we have to wait or struggle to influence development teams based in other countries who tend to place little emphasis on the needs of the African market,” he says. The company has achieved the highest score of 4.75 in the technical Support category, 4.69 in product quality, 4.58 in channel programme and support and 4.44 in contribution to profit margin. Blundel says that the company has made huge investments in the state-of-the-art call centre technologies to manage the call logging process as well as a continuous

real-time monitoring and report management system providing stats about the number of calls logged, time to answer and duration of calls as well as recording of all calls. Pastel now operates in 52 countries with an eightyfive percent market share in the SME space in South Africa, Namibia, Zimbabwe and Zambia. We continually invest in new markets. With regards to the company’s training initiatives, Blundel says that the company’s ongoing success is dependent on the skills it has in its channel. Looking ahead, Blundel says in 2009, Pastel will continue to invest in R&D. “We will increase our focus on skills development in schools and SME entrepreneur programs. We plan on growing our coverage by leveraging partner relationships into growth territories. We will also look be more vertically aligned while developing a community of software developers who build specific applications for industry verticals,” he concludes.

Systems & Network management software: Microsoft

Microsoft is the only choice WINNER

By Dudu Shaba

1st – Microsoft 086 022 5567 www.microsoft.cpm

2008

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Microsoft has been voted best in the Systems and Network Management Software category of the CRN Channel Champions Awards 2008. Colette Damant, Partner Strategy and Programmes Group manager, Microsoft SA says the company has been in the management business for more than a decade and has market-leading products for Windows infrastructures. The company achieved its highest score of 3.90 for Channel Programme and Support, and Product Quality; 3.70 for Technical Support; and 3.40 for Contribution to Profit Margin. Damant says that Microsoft needs to do a better job of telling its partners how to take advantage of the market opportunities created by its technologies. “Our partners can learn what factors influence business performance and how they can improve theirs when they take the Microsoft Partner Profitability Assessment, one of many Microsoft Partner Programme resources that can help partners to grow their business,” she says. With regard to the company’s training initiatives and commitment to resellers, Damant says one of the cor-

CRN SOUTHERN AFRICA • DECEMBER 2008

nerstones of its part????????? Colette Damant ner programme is helping partners to expand their skills base. “Through the Partner Learning Centre, partners can grow their expertise to help them capitalise on new market opportunities. They can choose from hundreds of marketing, sales and technical training offerings at no charge. Partner Skills Plus is the gateway to exclusive certification offers. Partners can save on practice tests and exams to help grow their expertise and fulfil certification requirements. They can also access Microsoft developer tools, operating systems, servers and productivity applications, including the latest evaluation and beta software,” she says. “We will always evolve to remain relevant. We’ve made modifications to the Microsoft Partner Programme since its inception to streamline processes and add new resources. It’s vital that the programme remains relevant and effective for our partners. The evolution is based on partner feedback and industry changes, with the goal of promoting partner business growth,” Damant concludes.

Business Intelligence: SAS

By Dominic Khuzwayo One of the leaders in Business Intelligence, SAS Institute proves again that it is the number one vendor, in the Business Intelligence category in the 2008 CRN Outlook awards. Murray de Villiers, general manager: shared services and alliances, SAS Institute SAS SA, attributes its winning streak to the strong focus on an integrated BI platform and the technology that supports it. “We provide our customers and partners with a solution for critical business decision-making for small and large enterprises,” he says. SAS is first with an overall score of 3.73 and also takes the majority of votes for technical support. De Villiers says: “At SAS we stick to our knitting and we focus on being the best at what we do.” “This filters through to our channel partners through training and support on key projects. Our software has seen some significant advances, through a host of new

additions to our EIP offering, ensuring that we stay aligned to customer needs, and providing customers with true business intelligence with powerful analytics,” adds de Villiers. SAS fell short on contribution to profit margin with the lowest score of 3.50. But de Villiers says that the SAS Reseller Programme has specific incentives for channel partners to improve their profit margin. SAS channel partners have access to comprehensive training programmes and initiatives and is an area on which renewed emphasis has been placed over the past year. And looking at 2009, de Villiers explains that SAS will remain ahead of the pack and continue to provide South African and African customers with the best business intelligence solutions in the market. “We aim to be back in this leader spot, through the provision of value, superior products and excellent service to our channel and our customers,” he says.

WINNER

‘Born to rule’ 1st – SAS SAS Institute SA 011 713 3400 www.sas.com

2008

Development Tools Software: IBM

Development tools goes to IBM By Kaunda Chama IBM’s Rational product is well known for its enterprise strength end-to-end solutions in the software development space, which is why the company takes top spot in the development tools software category this year. “We have strengthened this position with some recent acquisitions in the build and deploy space with Build Forge as well as the security testing for web applications arena with the Watchfire tools. “Our most recent acquisition of Telelogic further expands our lead in the systems and embedded applications space. This is the third year we have been nominated as the best in this category, which clearly shows that we are delivering products to the market that are solving the customer’s burning issues,” Ravi Bhat, Business Unit Executive South Africa, IBM Software Group. He adds that with the various incentive programmes, IBM encourages the channel to add value to the sales of its tools, and in doing so earning additional margin and services revenue. “From a product quality and support point of view,

IBM invests significant time and money into the development of our products and when we go to market with either a new product or a new release of an existing product, we make sure that the product lives up to our high standards. IBM gets its lowest score in technical support and warranty, and Bhat comments that complex technical support issues are dealt with jointly by channel partners and an international IBM support team. Meanwhile, IBM’s sales model is to engage through the channel partners and they have a number of channel programmes to incentivise and drive the channel to sell the Rational product. IBM offers classroom based technical training and certification; web based training, web casts, international product conferences and local sales enablement. Bhat comments that IBM will definitely focus on keeping the top position in this category. “Winning this title three years in a row is quite an achievement, but we will be working hard to win it again next year,” Bhat adds.

WINNER

A tried and tested brand.

1st – IBM 011 302 9111 www.ibm.co.za

2008

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Infrastructure Sofware: CA

Experience wins CA’s 20-year old formula never fails. Carol-Ann Searra

WINNER

By Kaunda Chama

1st – CA 011 236 9111 www.ca.com

2008

“CA has provided solutions for infrastructure management in the distributed environment for the best part of 20 years and our customers have benefited from this experience. Now our partners are also seeing the value of working with a company that has so much experience in this field.” This is the word from CarolAnn Searra, channel manager at CA. She was commenting on her company’s winning in the Infrastructure Software category adding that CA’s partners can go to market knowing that the solutions they are backing are solid. The company achieved the highest scores in contribution to profit margin, product quality and channel programme and support, to which she says CA’s enhanced partner programme is a global partnering framework that supports the sale of CA solutions through all channel partner routes to market. Searra adds that the channel has found the new

enhancements refreshing and financially rewarding. After getting its lowest score in technical support and warranty, she says: “Most definitely the focus will be on three key areas: improving responsiveness, lowering the backlog and knowledge management - all with an aim of increasing overall customer satisfaction. With regard to knowledge management, CA is reviewing what is out there and updating and/or retiring documents where necessary as well as creating new, quality documents to improve the self-service experience for customers.” “There are three levels (Silver, Gold, Platinum) based on the partner’s business value. She adds that training is an imperative as it drives the self-sufficiency of the partners. Training initiatives are determined by the level of participation in the programme. Looking ahead, Searra says the company plans to continue investment in research and development.

Integration Middleware: Citrix

Citrix remains a global leader A trusted name in Application Delivery Infrastructure.

WINNER

Nick Keene

1st: Citrix 2nd: IBM 3rd: CA Citrix 011 875 6400 www.citrix.com

2008

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By Dudu Shaba Citrix has been voted best in the Integration Middleware category for the CRN Channel Champions Awards 2008 by the solution providers in the channel. Nick Keene, Country Manager, Citrix Systems, says that Citrix is the global leader and the most trusted name in Application Delivery Infrastructure (ADI). “We work closely with 7,000 partners in over 100 countries, assisting more than 215,000 organisations to deliver any application to users anywhere with the best performance, highest security and lowest cost. ADI is software and hardware that enables the delivery of mission-critical applications, operating systems and productivity tools to customers, partners and employees everywhere. It includes components for desktop, application and server virtualisation, resource provisioning, application acceleration, access control, monitoring and WAN optimisation,” he says. The company has received a high score of 4.33 in technical support and warranty, 4.17 in both product quality and contribution to profit margin and 3.75 in

CRN SOUTHERN AFRICA • DECEMBER 2008

channel programme and support. Keene says that their local channel partners, who are the cornerstone of success in SA, act as trusted advisors on planning application delivery strategies. With regards to the company’s training initiatives and commitment to resellers, Keene says that training is at the core of the Citrix partner strategy. “Our highly ranked certification program has recently been redesigned to provide entry-through expert-level IT professionals with expanded offerings by role and specialisation, as well as streamlined update paths that make it easier for IT professionals to stay current. Citrix is well positioned as a leader in the Application Delivery Infrastructure market to continue to help, support and develop partners to become more successful “This in turn will see Citrix grow our market share, as we continue to help customers simplify their IT environment with a single architecture for application delivery, from the data centre to the desktop,” he concludes.

Storage Management Software: Symantec

Symantec delivers the promise By Dudu Shaba Symantec has won the CRN Channel Champions Awards 2008 in the Storage and Management Software category. The company has achieved the highest score of 4.75 in technical support, 4.69 in product quality, 4.58 in channel programme and support and 4.44 in contribution to profit margin. Mark Smissen, commercial manager, Africa, Symantec says that the company has expanded its technical support offerings, most notably the successful debut of their Business Critical Support which offers dedicated technical account management and pro-active environmental reviews. “As more Symantec partners qualify for the aggressive rebates on offer the profitability of Symantec products

will soar. As stated at the annual Symantec Partner Summit, there is almost R200m in extra profit available to the channel,” he remarks. Smissen says that Symantec enhances the competencies of partners, strengthen their go-to-market offerings and reward the channel directly for its success. He adds that the Symantec Partner Programme offers prestige, annuity revenue streams while maintaining a careful balance by rewarding effort, initiative and competency. “Symantec has also launched the Partner University aimed at providing the hands on skill necessary to implement, upgrade, troubleshoot and support Symantec technology,”? Looking ahead, Smissen concludes that Symantec will be delivering on the promise of further integration and advances in product quality.

WINNER

Commitment to the channel model remains unchanged. 1 stSymantec 011 8044670 www.symantec.co.za

2008

Systems & Network Management Software: Novell

Natural winner Novell takes systems and network management.

By Kaunda Chama Solutions company Novell has won this year’s Systems and Network Management category. The company says this is due to the fact that its products are renowned in the industry for their stability, performance, ROI and scalability. Michelle Beetar, country manager Novell SA says the company has won many prestigious awards validating its reputation in the marketplace. “Novell Technical Services is a truly global support organization with over 700 engineers based in call centres and field offices worldwide, including Johanesburg, SA. Beetar adds that Novell is committed to making its partners more profitable. With regard to increasing technical contribution to profit margin, Novell will provide unlimited electronic and telephone support. She adds that in its efforts to become a partnercentric company, it will stay committed to facilitating its partners. “Novell’s channel strategy is built on four key

pillars. First and foremost, we are committed to making our partners profitable. Secondly, we are making it easier for our partners to work with us within their business’ framework. Third, we will continue investing in our partners. Finally, we are committed to doing everything we can to enable our partners to grow their business,” explains Beetar. Regarding what the company’s partner programme has in store for the future, she mentions that the drive for PartnerNet 2009 will be around four key pillars; increasing partner profitability, reducing the cost of being a partner, improving partner sales support and strengthening the Novell brand to create greater demand in the marketplace. “A new track we are introducing in 2009 is the System Integrator Track. This is designed to support system integrators’ custom practice lines and outsourcing services which embrace Novell technology as part of an integrated solution,” she explains.

WINNER

Michelle Beetar

1st – Novell 011 322 8300 www.novell.co.za

2008

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Virtualisation Technology: VMware

The reward for investment VMWare sees returns. Chris Norton

WINNER

By Kaunda Chama

1st – VMware 011 575 6718 www.vmware.com

2008

After winning this year’s Virtualisation Technology category, VMWare’s country manager Chris Norton comments that for two years the company has invested heavily in a world-class delivery team in southern Africa. Norton believes the company’s VIP partner programme is one of the best on the market today, providing its partners with high-value tools in the pre-sales, sales, marketing and enablement programmes as well as high-level support. Regarding its lowest score for contribution to profit margin, Norton comments: “In any new market the initial investment costs are always high but the partners who have backed the technology and invested over the past two years will realise significant returns as the market adopts and standardises on virtualisation platforms. They will be the best equipped to deal with their customers’ technological challenges.”

He says VMWare is a very channel-centric company and values its channel model. “We believe that our success is a result of the channel’s support. Our continued growth and success can only be sustained through deep and meaningful partnerships at all levels of the southern African IT community,” comments Norton. He adds that VMware is committed to offering world-class partner programmes to meet the needs of every member of its partner ecosystem which includes: VIP Premier; Enterprise; Professional; VAC; OEMs; Technology Alliance Partners; ISVs and system builders. With regard to the company’s training initiatives, he says its training capacity has been expanded and it provides training through VMware authorised training centres. “We see partners’ investment in training as a direct investment in our business and reward them through marketing programmes and rebates,” concludes Norton.

Web Security Software: Blue Coat

Innovtion innovation WINNER

By Kaunda Chama

1st – Blue Coat 011545 6200 www.eseuredist.co.za

2008

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Security specialist, Blue Coat, says the fact that it has, over more than five years, kept innovating in Web security products makes it the obvious winner in the Web Security Software category. The company has been adding functionality to ensure customers’ networks are safe and at the same time giving its channel partners new revenue opportunities. The company achieved the highest score in contribution to profit margin, product quality, and channel programme and support. It says it has always been a 100 per cent channel-focused company and knows that its partners need margin to be able to invest in and grow their businesses. “With our distributor, eSecure, we aim to provide the best market and margin opportunity to our reseller partners,” says the company’s spokesperson. After not scoring so well in technical support and warranty, Blue Coat says that with the acquisition of Packeteer it has increased its EMEA sales and support force, including a regional SE manager for southern Africa who is based in Johannesburg. It has recently invested heavily in technical support people in its support labs around the world.

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As a 100 per cent channel-focused company Blue Coat wants to reward channel partners who have invested in Blue Coat sales and technical knowledge. The company is about to merge its previous Packeteer and Blue Coat channel partner programmes to provide one programme to simplify and strengthen them both. Regarding the company’s training initiatives, it says: “Different partner levels require different amounts of training – starting from a minimum of one sales and one technical online training module to multi-day classroom training, depending on the partner level required. Web security threats are changing rapidly, with an increased emphasis on financial and data loss. Some Web threats may only be active for a brief time, so solutions need to deliver instant defence. “There are some parts of the defences that can be best delivered by appliances and some that are best delivered from “in-the-cloud’ services – a hybrid solution for most customers. We are also seeing a growing need for security and networking solutions that merge to deliver additional value to customers,” the company concludes.

Networking Storage Management Software: Fujitsu Siemens

The power of quality the reliability of the company’s technology makes for a more cost-effective sale. Meanwhile, Fujitsu Siemens has looked at channel programmes and determined that the best approach is to make its programme as uncluttered and simple as possible. “This has resulted in our programme being simple, with tangible benefits, including free sales and pre-sales training, bonuses, incentives, and a direct contact into Fujitsu Siemens Computers. With regard to the company’s training initiatives, it says its Select Partners receive free certified sales and pre-sales training. This is in the form of both online and face-to-face training. Looking ahead, Fujitsu Siemens says: “We will continue building on our success, and research and analyse the requirements of our channel partners and their customers. We will also ensure that we offer leading products, services and solutions that make a substantial contribution to the success of our partners and their customers’ businesses.”

1st – Fujitsu Siemens

WINNER

By Kaunda Chama This year’s Networking Storage Hardware award went to Fujitsu Siemens which attributes the win to the fact that it has a strict policy on quality throughout every aspect of its business. “This commitment extends from research and development, through engineering, manufacturing and cooperation with leading alliance partners to ensure that our products fulfil their specified role in their operational environment,” the company says. Fujitsu Siemens achieved its highest scores for contribution to profit margin, product quality and technical support and warranty. The company says this is due to the fact that it adopts a solutions- and service- oriented approach, which it couples with high-quality manufacturing standards. This ensures that its channel partners have confidence in its products. Channel partners benefit from implementing solutions on which they can stake their reputation and

011 236 5500 www.fujitsu-siemens.co.za

2008

Blade Servers: HP

Hearing partners’ voices to succeed. By Dudu Shaba HP has been voted best in the Blade Servers category of the CRN Channel Champions Awards 2008 by solution providers. Rory Green, product manager, Industry Standard Service, HP, says the blades market is by far the fastest growing segment of the server market. “We believe that our success in the blade market can be attributed to sustained investment in the local channel in the form of sales and technical training as well as offering support to our customers throughout the sales process,” he says. The company achieved a score of 4.17 in the Channel Programme category; 4.08 for Technical Support; 3.92 for Product Quality; and 3.83 for Contribution to Profit Margin. With the highest score obtained for channel programme, Green says HP has been investing in its channel over a number of years with regular sales training sessions based on solution selling. “As the blades section of the market is growing so

aggressively, the focus from the various blade vendors as well as increased focus from channel partners is making this marketplace quite competitive. What makes HP Blade Systems such a powerful solution, is that you now no longer sell only servers, but are integrating into your customer’s LAN and bringing a great set of management tools into their environment. “All of these points are areas to grow your share of wallet and complement hardware margins with services margins. On top of this, we have the “Partner for Growth” programme which is a deal registration programme where partners can register blade opportunities and receive additional discounts,” he remarks. Green says the channel has done an amazing job in making HP Blade Systems the success they are today. “We want to continue the work we are doing as well as keep an open ear to our partners for areas we can improve,” he concludes.

WINNER

Rory Green

HP adds more value to channel partners 1st: HP 2nd: IBM 3rd: Sun

HP 011 785 1000 www.hp.com

2008

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External Storage Back-up Systems: Iomega

“Iomega and EMC represent a powerful combination that will ultimately benefit customers through the protection, security and simplified management of their rapidly growing information storage requirements.” – Michelle Kasselman, Iomega

Iomega does it again Channel focus keeps paying off. Michelle Kasselman

WINNER

By Kaunda Chama

1st – Iomega

www.iomega.com

2008

Storage specialist Iomega has again scooped the top award in the External Storage Backup Systems category. The company says this is because it has demonstrated a pioneering approach to data storage and protection. “Iomega was one of the first companies to recognise the importance of the trend towards digital photography and entertainment for home use, which resulted in increased demand for larger storage capacities that are reliable and portable. “The company also accurately predicted the rapid growth of the home office/small enterprise market segment and developed storage products aimed at meeting the need for secure data storage in everincreasing capacities, along with storage aimed specifically at networking (NAS),” explains Michelle Kasselman, Iomega key account manager SA. These innovations have led to the development of products ranked worldwide as best in class based on quality, design, innovation and software. “Virtually since its introduction in SA, Iomega has focused on developing business through the reseller

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channel and has devoted its energy to establishing and maintaining these links. “Our view has always been that together with competitive pricing, and supplying a reliable and quality product will enable a reseller to protect its margin as it will not be eroded through costly support calls,” she explains. Recognising that the channel ultimately looks for a partner that is able to provide the highest levels of support and maintenance, Iomega’s swap-out programme on warranty and 24/7 international technical support coupled with local representation ensure that not only is it able to deliver quality products, but can support them at levels that make it easy for resellers to go to market with confidence. After scoring low in channel programme and support, Kasselman says: “We have started work on a new channel programme which we hope to launch in the second quarter of next year. “Our belief – and one we have always been faithful to – is that the channel is the best route to market as resellers are close to their customers and have established relationships with them based on trust which they have maintained and developed over time. We see our role as a partner in this process and remain committed to the channel.” In addition, she says that Iomega recognises that without adequate training it is almost impossible to market a product effectively from both a sales and support perspective. In SA, it has adopted a very personal, hands-on approach to training. As the local representative, Kasselman is always available for training, not only to distributors but also to partners and resellers. Looking ahead, she says: “Following the recent acquisition of Iomega by EMC Corporation, Iomega will play a key role in the group’s strategy to expand its information storage and management capabilities deeper into the high-growth consumer and small business markets. “Iomega and EMC represent a powerful combination that will ultimately benefit customers through the protection, security and simplified management of their rapidly growing information storage requirements.”

Commercial Desktop PCs: HP

HP

leads the commercial Desktop PC’s category WINNER

By Dudu Shaba

1st – HP 011 785 1000 www.hp.co.za

2008

HP has been voted as best in the Commercial Desktop PC’s Category for the CRN Channel Champions Awards 2008. Thibault Dousson, channel manager, HP, attributes this to HP’s acknowledgement of the IT industries growth needs. “HP is renowned for its outstanding product innovations, breadth of portfolio, time to market technologies and market acceptance of its package offerings,” he says. The company has achieved the highest score of 4.17 on channel programme and support, 4.08 on technical support, 3.92 on product quality and 3.83 on contribution to profit margin. Dousson says that HP is highly committed to the channel. “We see them as an extension of ourselves. Driving business together is fundamental to HP’s strategy in our region. We are out to optimise and not revolutionize. Our partners are the cornerstone of our success, not

only do we benefit, they also do. We recently upgraded our programme to include the Gold level. This shows our commitment to those partners who invest in HP and ultimately offers the much needed distinction for these partners to their customers,” he comments. With regards to commitment to resellers, Dousson says that HP constantly solicits feedback from resellers to ensure they are in touch with what is important to them. For SME IT companies in particular, we established the HP Business Institute, where we undertook extensive testing with this market to validate our strategic intent. This programme is aimed at developing the necessary skills in high growth areas of the IT industry. We have two enrollments every year and this is an ongoing programme. This is one way of showing our commitment to our resellers,” he adds. “There will obviously be new product introductions, increased portfolio breadth and more relevant training programmes for our channel. The most key focus for every business is growth and HP continues to lead with innovative new products that fuel this growth. We will continue to support and show our commitment to the channel to reach the one goal we have, a satisfied customer,” he concludes.

Notebooks & Mobile Conputers: Lenovo

WINNER

Lenovo 1st – Lenovo 2nd – HP 3rd – Acer Lenovo 011 911 2000 www.lenovo.com

2008

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takes the lead

Winning with a clean sheet.

Rashid Wally

By Dominic Khuzwayo Lenovo has scooped the number one spot in the Notebooks and Mobile Computers category with an overall score of 4.13. Lenovo won with a clean sheet in Product Quality, Contribution to Profit Margin and Channel Programme. HP managed to score 4.00, which earned it second position with Acer coming third with 3.35. Rashid Wally country GM, South & Central Africa Lenovo SA says: “Lenovo SA is performing exceptionally well. Our turnover has tripled over the past three years. According to quarterly IDC research data, Lenovo SA continues to grow substantially faster than market trends.” Wally adds that Lenovo SA is known in the industry as a channel-focused PC vendor dedicated to building exceptionally engineered PCs and for rewarding its business partners to better service customers. “Our focus on innovation and longstanding channel partnerships keep us going and are key success areas that

CRN SOUTHERN AFRICA • DECEMBER 2008

have allowed us to grow our business in SA,” says Wally. “At Lenovo, innovation is in our DNA. Our innovations always start with an assessment and discussion to address what our customers’ pain points are. Once we have identified the pain points and frustrations, we apply our new technologies and ideas to come up with innovations which really solve their problems,” he explains. According to Wally, one of this year’s highlights was Lenovo’s involvement in the Beijing 2008 Olympic Games. “We believe the Beijing Olympics marked the emergence of the Lenovo brand on a global level. Lenovo technology, which served as the network backbone underpinning the complex sporting event, ran flawlessly throughout the 17 days of the Beijing Olympics. “In today’s economic environment the only way to ensure success is through partnerships and by keeping the customers’ needs in mind, and to deliver on the promise,” concludes Wally.

Systems & Network management software: Microsoft

WINNER

“Microsoft’s Partner Program Vision is that any one partner of any type can, by partnering withMicrosoft, extend their market reach, reduce costs, increase profitability, and deliver innovative solutions that help customers realise their full business potential.”

Microsoft 086 022 5567 www.microsoft.com

Colette Damant

Microsoft builds partner confidence

2008

Cisco shakes the stage. By Dudu Shaba to help grow their expertise and fulfill certification requirements. They can also gain access to Microsoft developer tools, operating systems, servers and productivity applications, including the latest evaluation and beta software,” Damant says. “Microsoft’s Partner Program Vision is that any one partner of any type can, by partnering with Microsoft, extend their market reach, reduce costs, increase profitability, and deliver innovative solutions that help customers realise their full business potential,” Damant concludes.

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Microsoft has been voted as best in the E-mail and Collaboration software Category for the CRN Channel Champions Awards 2008. Colette Damant, Partner Strategy and Programmes Group Manager, Microsoft SA, says that the strength of their channel programmes has played a big role. The company has achieved the highest score of 3.91 in product quality, 3.82 in channel programme and support, and 3.50 in technical support 3.45 in contribution to profit margin. “Our key differentiator is driving customer value and partner revenue by giving customers more options and creating great new opportunities for partners. To help partners understand how they can increase their opportunities and profitability, we’re introducing new tools to help partners maximize sales opportunities and providing new resources that build partner opportunity. We’ve also launched a new Unified Communications competency to provide technical, marketing, and sales resources that enable partners to develop solutions based on Microsoft unified communications technologies, including Microsoft Exchange Server and Microsoft Office Communications Server,” she says. With regards to the company’s training initiatives Damant says that one of the cornerstones of their partner programme is to help partners to expand their skills base. “Through the Partner Learning Centre, partners can grow their expertise to help them capitalize on new market opportunities. They can choose from hundreds of marketing, sales and technical training offerings - available at no charge. Partner Skills Plus is the gateway to exclusive certification offers. Partners can save on practice tests and exams

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• 75

WHAT’S

NEWS

COMINGS SAS appoints Riad Gydien

&

Pierre Obeid resigns from Cell C

SAS, one of the leaders in business intelligence, has appointed Riad Gydien as the country manager for Africa and Middle East. Gydien will be responsible for guiding the sales strategy as well as operations throughout Africa, Middle East and South Africa. “While I am now responsible for a sizable geography with massive potential, I would not have taken on this challenge were I not supremely confident in the abilities of the current South African team to continue to build on what has been a very strong foundation laid so far this year,” says Gydien.

Pierre Obeid Cell C, chief technical officer said goodbye to the company. Obeid, who is a Lebanese national, leaves Cell C after eight years with the company. He will relocate back to Lebanon to join his wife and children. Jeffrey Hedberg, Chief Executive Officer of Cell C said Obeid had been instrumental in ensuring that Cell C’s network and technology compared with the best in the world. “He has played a significant role in ensuring that Cell C is able to offer its customers a reliable and quality network,” says Hedberg.

Avaya names new CEO

LG appoints new sales manager

Avaya has appointed Kevin Kennedy as the new CEO of the company. Kennedy will be taking over the seat next year January 2009. “Kevin Kennedy brings to Avaya a deep understanding of the enterprise communications industry and extensive senior management experience,” says Charles Giancarlo, president and CEO, Avaya. “He will join Avaya Kevin Kennedy at a time when we are strongly positioned in our industry. Kevin will lead Avaya to even greater success and further our strategy and execution to be the premier enterprise communications partner for our customers,” adds Giancarlo.

LG Electronics SA appointed Deon Botha as the National IT Sales Manager. Botha previously held this position from 2000 to 2003. According to LG, Botha sees strengthening ties with distributors and channel partners as the key to entrenching the LG brand even further in South Africa. Botha joins LG after two years at Konica Minolta where he was Channel Manager, Printers. “LG has seen remarkable growth in recent years, and I am proud to once again be associated with the company and look forward to evaluating, developing and working closer with distributors on new channel strategies to further strengthen LG’s market share.” says Botha.

New Lenovo notebook Lenovo has released the new Lenovo 3000 N500 notebook. Designed for small business customers, the Lenovo 300 N500 is a 15.4” widescreen notebook, available in the EMEA region. The notebook combines performance, stylish design, Lenovo Care for worryfree computing, enhanced multimedia tools for an easy end-user experience and connectivity options for on-the-go flexibility. The Lenovo notebook comes preloaded with a choice of Windows Vista Home Basic, Home Premium or Business 32 editions. It also boasts four side-accessible, high-speed USB 2.0 ports; a 1394 FireWire port and a 5-in-1 card reader to enable additional storage options.

Horizon offers change on Sun systems The Sun division at Workgroup, Horizon, has announced a change in its warranty options on all Sun workstation and rackmount

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solutions. Where the division used to offer a next day response, it now offers a next day fix on selected systems. Bertus Hanekom, Sun product manager, Horizon, says warranties of this kind are not yet available through the channel and that a dedicated Pinteq team will handle all fixes. “This initiative makes investing in Sun’s solutions more affordable with the next-day fix warranty included in the initial outlay, our customers will experience high levels of TCO,” adds Hanekom.

Iomega releases new ScreenPlay Iomega has supplemented its ScreenPlay series of multimedia drives with the new Iomega ScreenPlay Pro HD 1.0TB Multimedia Drive. New features in the ScreenPlay Pro HD Multimedia Drive include 10/100 Fast Ethernet for true network storage and more convenient access to files on the home network. It also has wireless capability

WHAT’S

(USB WiFi dongle sold separately); a new 1TB capacity as well as a 500GB model in European markets. It has a USB 2.0 connector for accessing additional storage from a portable hard drive or USB flash drives. The Iomega ScreenPlay Pro HD Multimedia Drive comes with a remote control and holds up to four million photos, 18 500 hours of music or 1 500 hours of video.

New Logitech Mac keyboard Logitech has unveiled a new keyboard for Mac edition, the Logitech diNovo Keyboard. The cordless diNovo keyboard provides the convenience of a three-year battery life and an integrated number pad. “Our newest diNovo keyboard has a full-size layout and 19 shortcut keys that provide quick access to Safari, iTunes, Expose, iChat and much more,” says Romain du Gardier, sales and marketing manager, Logitech SA. Featuring the classic diNovo design language, the sleek diNovo Keyboard, Mac edition has a high-gloss, semi-translucent Plexiglas frame, sharp angles and thin profile (22.10 mm from base to key caps).

Annex delivers new solutions Annex Distribution has announced a range of widescreen viewing solutions from ViewSonic Corporation. The company has in stock the ViewSonic’s 19” VA1913wm 16:9 widescreen; the ViewSonic 17” VA1716 widescreen LCD as well as the ViewSonic 22” VX2240 ultimate widescreen gaming LCD. The ViewSonic 17” VA1716 widescreen LCD is designed to illuminate high-volume, graphicintensive environments such as gaming. A combination of 1440x900 resolution; fast ClearMotiv II eight millisecond video response and 2000:1. The ViewSonic’s 19” VA1913wm 16:9 widescreen features an ultra-high dynamic contrast ratio of 10 000:1 and is designed to enhance gaming, video viewing and Internet activity.

Ingram invests in 3Com resellers Ingram Micro SA has announced a new campaign designed to stimulate the run-rate of its 3Com business.. Hilton Haefele, 3Com product manager at the company says:”It has been put together because many of the company’s larger resellers have been focusing on the high-value networking deals in favour of tailoring solutions to customers with more modest requirements.” “This campaign is designed to raise the profile for products that are ideally suited to the small and medium-sized business and branch office environments, where sound functionality, reliability and solid performance are required at an extremely affordable price,” he adds.

APC announces new range APC by Schneider Electric has announced the APC Back-UPS RS 1200 and 1500 with integrated LCD displays. These new models introduce an advanced LCD panel that provides status information, including more than 20 status indicators that give available runtime, load and a power event counter. Additionally, surge protection, battery backup, automatic voltage regulation and

NEWS

management software make the RS 1200 and 1500 LCD ideal for protecting home and business users from data loss caused by power problems.

New monitors from DCC Drive Control Corporation has introduced a new range of Philips monitors that feature a consistent look and feel. The Hudson 9 range was developed following a comprehensive survey on customer requirements which concluded that, among others, users require consistency when it comes to new products’ look as opposed to drastic aesthetic and functional changes. The “same look and feel” products include the S (170, 190 and 220) and B series (190 and 220) which are respectively 19 and 22-inch monitors.

Letlhaka delivers ONT Distribution company, Letlhaka Technologies has announced modular ONT for business and backhaul applications. Lloyd Wood, sales manager Letlhaka Technologies says, “Business subscribers demand a very wide variety of services, ranging from many T1s for wireless backhaul to mixed TDM and Ethernet for small businesses to gigabit Ethernet for data centres and ISPs.” “Using our new Xgen9000 ONT, carriers have the ease and flexibility to deploy a common ONT and then choose the services their subscribers need, thanks to pluggable interface cards. Our customers have found that the service demands at end-user locations often change,” adds Wood.

Switch to Switch Telecom Switch Telecom is now able to provide South African customers with telephone numbers reflecting the area codes of hundreds of cities in 60 countries worldwide. According to Switch Telecom, this means that a call placed from anywhere in the world to a London number, for example, will not terminate in the UK but will be routed to SA. While it has been possible for South African VoIP customers to secure overseas VoIP numbers before, Switch Telecom’s key differentiator is that customers can order overseas numbers and pay for them in rands rather than US dollars. Greg Massel, managing director, Switch Telecom says, “Local companies will realise that overseas clients find peace of mind dealing with what they imagine to be a supplier based in their own country.”

ToPS of security now available Workgroup’s McAfee division has announced the local availability of an enhanced version of McAfee’s Total Protection (ToPS) endpoint security solution. “McAfee ToPS for Endpoint leverages ePolicy Orchestrator (ePO), using a unified Web-based platform to simplify management and lower the cost of managing IT security and compliance,” says Andrea van der Westhuizen, McAfee product manager, Workgroup. “The addition of policy auditing capabilities to ToPS for Endpoint Advanced allows for reduced management effort and ensures security compliance measures are met and audited,” says Van der Westhuizen.

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ANALYSIS: DISTRIBUTION

MOVES

SOLUTION

PROVIDERS

LG partners with Microsoft LG Electronics and Microsoft have signed a Memorandum of Understanding (MoU) to form a strategic collaboration in mobile convergence. The agreement was signed in Korea by Yong Nam, vice-chairman and CEO of LG Electronics and Steve Ballmer, CEO of Microsoft. “This agreement between LG and Microsoft will create critical momentum in the industry,” says Nam. “With this partnership, mobile computing will truly become an everyday reality, and LG and Microsoft will be at the forefront of it,” adds Nam. “This MoU further strengthens Microsoft’s relationship with LG and demonstrates our joint commitment to delivering the most innovative mobile experiences to our customers,” says Steve Ballmer.

Fujitsu to acquire Siemens’ stake From 2009, Fujitsu will own Siemens’ 50 per cent in their joint venture, Fujitsu Siemens Computers. The companies plan to close the transaction on 1 April 2009 after approval from the relevant government agencies. Fujitsu Siemens Computers will continue operating as a joint venture until the transaction is completed. Under the signed share purchase agreement, Fujitsu will acquire Siemens’ stake for approximately 450 million euros. Kuniaki Nozoe, president of Fujitsu says, “Fully integrating Fujitsu Siemens Computers into the Fujitsu Group fits perfectly into our global growth strategy.” Joe Kaeser, Siemens’ chief financial officer says, “We are happy that our joint-venture partner Fujitsu will acquire our stake in Fujitsu Siemens Computers, which will take the company to the next level of success.”

Didata’s new disti Orion Telecom has secured a distribution agreement with Dimension Data. The distribution agreement will enable the company to begin supplying its customers with the Aastra range of telecommunication solutions. “The Aastra product range of telecoms equipment was originally developed by Ericsson and offers a full range of switches that cover everything from plain analogue to hybrid offerings to full IP versions,” says Jacques du Toit, Orion MD. “The deal allows Orion to sell Dimension Data’s Aastra range of products as a service to our customers. In other words, we retain ownership of our customers, with Dimension Data providing services to us and our customers as a single client with many different branches and Orion retaining control of the billing process,” adds Du Toit.

Cummins partners with Accsys Cummins, a corporation of complementary business units that design, manufacture, distribute and service engines and related technologies, has partnered with Accsys, a South Africa-based national and international provider of HR and payroll management solutions. The partnership forms part of Cummins’ campaign to rollout a global Oracle HRMS application and consolidate dispersed payroll applications into a solution for the region. Cummins has assembled a team consisting of highly skilled subject matter experts and outsourced Oracle e-Business Suite consultants. The team represents the global Cummins project for HR consolidation.

Workgroup updates BO distributorship Workgroup has announced that its distribution agreement with Business Objects announced in May 2007 has been updated. Under

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CRN SOUTHERN AFRICA • NOVEMBER 2008

the new agreement, Workgroup has been named sole distributor to the South African channel. Mercia Oosthuizen, Business Objects product manager, Workgroup says, the fact that they now hold exclusive rights to the range means they can continue with their efforts of opening up new channels to distribute the entire Crystal product line – including Crystal Reports and Crystal Xcelsius. “We’ve had over a year to acclimatise to the entire range of Business Objects products while exploring exactly how these offerings fit into Workgroup’s profile,” she says.

Department of Land Affairs lands WAN KSS together with Expand Networks has been awarded a three-year contract by the Department of Land Affairs. The deal will allow both companies to supply, implement and maintain a wide area network (WAN) optimisation solution. The contract, which was awarded in September 2008, encompasses Land Affairs’ 68 sites across the country and will aim to accelerate the department’s bandwidth which in turn will optimise performance, delivery of information and access across the networks. “Land Affairs’ brief was clear, it wanted a solution which overcame the bandwidth issues at its offices across the country, improving the speed and performance of its applications across WANs,” says Chris Hutton, regional sales manager, Expand Networks.

ClickSoftware ventures with SAP ClickSoftware Technologies and SAP AG have announced a global reseller agreement. The agreement will see SAP reselling ClickSoftware’s ServiceOptimisation Suite as the SAP Workforce Scheduling and Optimisation application. “By integrating solutions from SAP and ClickSoftware and centralising our operational scheduling functions, we have radically changed the way we work at Anglian Water,” says Chris Boucher, CIO, Anglian Water. “SAP and ClickSoftware will deliver real bottom-line value to customers within multiple industries across North America, Europe and Asia Pacific,” says Moshe BenBassat, chairman and CEO, ClickSoftware. “Under the new agreement, SAP’s sales force will now have ClickSoftware’s products on its price list and can offer it to SAP’s customers,” adds BenBassat.

Alcatel-Lucent teams with McAfee Alcatel-Lucent has announced a joint solution with McAfee. The joint venture integrates the Alcatel-Lucent OmniAccess 3500 Nonstop Laptop Guardian (NLG) with McAfee Endpoint Encryption, delivering a powerful mobile security solution for lost and stolen laptops. AlcatelLucent has joined the McAfee Security Innovation Alliance to enable smart card pre-boot authentication and “remote kill” capabilities for laptops, thereby assuring data protection and compliance. “The combination of the Alcatel-Lucent ‘always on’ OmniAccess 3500 with McAfee’s Endpoint Encryption will allow enterprise IT managers to protect lost and stolen laptops thanks to strong encryption with remote capabilities, and GPS location for laptop recovery.” says Tom Burns, head of Alcatel-Lucent enterprise activities.

PARTING: SHOTS

DILBERT

www.dilbert.com

S n a pshot

by Scott Adams

Rob Sussman

Company: Integr8 Group Position: Joint CEO Age: 34 Best personal achivement: Building Integr8 IT Management style: Lead from the front Most admired company: Starbucks Most admired executives: Steve Ballmer Best IT product: Preserv8 (email archive, continuity SaaS Web 2.0 platform) Most pressing local business issues: The current global financial crisis Key to success: Work harder than anyone else Favourite car: Bently Your car: Mercedes Favourite authors: Any biography Where do you live: Mouille Point, Cape Town Birthplace: Cape Town Hobbies/sports: Hand reared birds, high intensity fitness training, boxing Favourite periodicals: Brainstorm and Financial Mail Pet hates: Meritocracy and disorganisation

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