The ability to manage teams in different time zones and different languages in disparate geo-political landscapes are experiences he has brought to his role.
These models allow customers to consume and pay for offers or products based on how much they use.
These innovations and the changing needs of the end-user collectively highlight the importance of Intelligent Demand – a more sophisticated use of data to maximise crosssell and upsell opportunities while driving the adoption of new products and solutions.
The biggest challenge, and paradoxically, the greatest opportunity that will make a difference, lies in the role played by data in efforts by channel partners to transform their business by transitioning away from one-time hardware sales to recurring revenue models based on software, services and subscriptions.
How can a channel partner disrupt the regional market and gain a leading competitive position?
Firstly, they should embrace digital transformation and cloud adoption, which are essential in reshaping the IT landscape. Channel partners who perfect this strategy and are able to offer cloud-based solutions and services to meet the growing demand for digital technologies, and along with this, offer flexible consumption models, such as subscription-based, pay-per-use models.
This will not only disrupt the African market, but help them to gain a competitive edge. To make this transition successful, channel partners must evaluate their strategies, business model, capabilities, and operating model.
Which non-competitive business do you admire for its channel drive and strategy?
Entou admires the business strategy of the fast-moving consumer goods, FCMG industry. Noting that the success factors in the FMCG market are multifaceted; they include the elements of constant and consistent product innovation, operations management, product management, strong brand reputation, effective sales and marketing strategies, competitive pricing, and extensive distribution networks.
All these elements must be in constant motion and work in tandem for business to succeed. While all these factors collectively contribute to rapid market penetration, an effective distribution channel network ultimately plays a pivotal role in sustaining sales and sales growth, especially in the face of fierce competition.
Which aspects of your job role do you find rewarding and which challenging?
Entou is motivated by the experience of working with teams from diverse backgrounds and multicultural dimensions. This describes exactly what Entou experiences every day at Westcon-Comstor. Also, as a Managing Director, Entou is directly responsible for the profit and loss of Westcon-Comstor Africa Operations.
To succeed in this role, he must surround himself with team members who are not only committed to the success of the business but also committed to their personal career development. Entou finds retaining this pool of talented individuals rewarding and also challenging.
How do you best like to de-stress and re-charge off work?
Entou’ s day starts with 1 hour of workout. This is where he charges himself up for the day. To de-stress and recharge, every weekend is spent with family and friends, watching movies or spending a lazy afternoon in the garden reading. Entou’ s workday starts with full capacity, and Mondays after a restful weekend. •
The high cost of capital and high cost of credit, due to the low maturity level of the financial services sector, creates additional hurdles.
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