REGIONAL CHANNELS

GLOBAL SYSTEMS NETWORK

The high value solutions distributor has been spun off from the parent group to provide data centre solutions in Middle East.

In summary, it covers data centre computing, storage, hyper-convergence, cooling, structured cabling, network monitoring, and power. The focus is on end to end enterprise data centres and building network solutions. Explains Mario M Veljovic, Vice President Solutions MEA,“ Global Solutions Network is very boutique. When we came in three years back, we said we want to define the standards of solution distribution. We are looking at everything that goes into the data centre and we are addressing specific solutions. We want to make sure we get the maximum percentage from that bill of materials for a data centre project. We may not have all the vendors they need but we have an advantage.”

In other words, the focus of the solutions distributor is to meet the requirements of any channel partner, either looking for an end to end solution from the data centre stack or a part of it. A key part of these solutions are built around Global Solutions Network’ s relationship with Fujistu enterprise server and computing product line. This gives them access to vendors NetApp, Brocade, Vmware, Citrix, and Microsoft, amongst others. The plus point about the relationship is the solution comes factory ready and integrated from Fujitsu, saving time and testing delays at the customer site.

“ We are telling resellers do not buy all these bits and pieces, since you need to finance the delays. Just unpack and power it. You can really build the solutions based on the workloads and scale out,” says Veljovic.

Another plus from the Fujitsu relationship is the SAP ready certification for Fujitsu hardware. With the recent migration announcement of SAP SQL installed base to SAP HANA, Veljovic considers this to be a key opportunity driver for regional partners. Fujitsu maintains its own cloud data centres and this is again an opportunity for channel partners to sell.

Other than opportunities created by the Fujitsu relationship, the sheer demand for storage solutions driven by video surveillance data is another ongoing opportunity for channel partners.“ The whole storage industry in the region is being driven by CCTV solutions, because the storage you need is massive.” With the mandatory 60-day compliance in place for select establishments, the ongoing installation of video surveillance is driving the demand for video storage and archival solutions as well.

This demand for video storage and archival solutions is driving a partner enablement opportunity as well, through the cross-over of channel partners. Traditional audio-video channel partners who did not sell IP based solutions are now approaching Global Solutions Network to include their server-storage solution pack. Similarly, Global Solutions Network’ s IT centric channel partners can cross over and include CCTV products in their server

Mario M Veljovic, Vice President Solutions MEA, Global Solutions Network

storage solution pack.“ We have seen that emerging physical security and increasingly IP based security is fast coming up. Your role is to bridge it, since IT is a challenge for them. So you can do a lot of enablement and even onboard the IT guys.”

On an overall basis, Veljovic feels the current day IT environment has become challenging for traditional channel partners and distributors who are not adapting to the ongoing demands.

With the large number of emerging global data centre startup vendors, no system integrator can manage the multiple and diverse number of skilled resources required. Moreover, each system integrator is under pressure to narrow their focus and become more specialised. Solution distributors like Global Solutions Network can help system integrators when they need to step out of their comfort zone, horizontally or vertically.

Another challenge that is happening is when traditional volume distributors switch to value distribution. In the early stages they try to run the value business with the cost base of a volume distributor and fail to move forward.“ You cannot run a boutique value added distribution business with the cost structure of a volume distributor,” emphasises Veljovic.

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