ENTERPRISE TECHNOLOGY
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incremental changes to installed legacy systems ,” adds Nauthoa .
Loyalty programmes
Vendors will run their own promotions which AZCOM will pass to its channel customers as well as arranging vendor trainings , vendor assisted sales , for example in cybersecurity opportunities .
However , a reputation for being a quality distributor of choice has to be earned and sustained over time . To this end , value will be earned in the manner that AZCOM treats its channel customers and suppliers . The AZCOM sales teams have deep and broad connections with principal channel VAR ’ s and system integrators in the market .
“ However , relationships are not to be taken for granted , and we need to earn their attention , respect and business each day ,” emphasizes Nauthoa .
AZCOM will operate on the basis of continuous improvement , namely , to question everything . Small incremental improvements can be made across the entire business all the time . These minor changes when compounded over time will have a significant effect in the way AZCOM runs its distribution business with the focus on outcomes . This will make AZCOM valued by channel customers for the way it collaborates with them , for products and solutions that AZCOM will supply to the market to meet prevailing and future needs .
Nauthoa points to a fundamental moment of truth for all players in the IT channel business . “ Our relevance as a business and supplier of choice to our channel customers will rely on us bringing to them products and solutions that gives them a competitive advantage with their end user deployments .”
AZCOM will endeavour to offer its channel customers value that goes beyond simple incentives , which tend to drive short term tactical behaviour . Meaningful repeat business is possible through a combination of identifying and supplying what the market needs , timely delivery of orders , competitive pricing , good terms of business . As well as offering complementary and not disparate product solutions , local support , and business relationships that the sales team will bring to its channel customers . •
INTELLIGENT TECH CHANNELS 23