computer reseller news dec 08

December 2008

www.crn.co.za

must admit that that apart from the Dot.bomb occurrence, 2008has been one of the most worrying years in ICT, not just for onesector, 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 predictthe market this year would have definitely been off the mark.

One would have expected that the economic situation at themoment would have deterred companies from re-investing in ICTbut it seems a lot of companies have continued with business asusual and have just had to adjust their business belts a notch.

Locally, as we all know, the effects of the global economicdownturn was felt in all spheres of business, not just ICT, but Iam sure right now even your “average Joe” has sensed thatsomething is just not right.

The Rand did its share of depreciating this year and expertshave already warned that we will have to wait anything up to 24months before things start turning around. I guess this meanscompanies will have to live with the concept of having to do regular price adjustments on quotes for a while.

Globally and locally we have seen and experienced a lot of challenges politically and economically, but still today we have a lot of players stillstanding, 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 thisyear’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 havethe 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 thesame 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 CRNOutlook 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]

EDITOR’S: NOTE

Exit ‘08, enter ‘09 I

Kaunda Chama – editor

But even with all of this happening around us, we have to acknowledge that thereare companies that manage to pull off impressive performances economic climatesthat are this bad.

2 • CRN SOUTHERN AFRICA • DECEMBER 2007

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’tfalling. Of course, the economy could be better, but millions of businesses all over the world areseeking to grow their companies and looking for the technology to help them do it. With that inmind, we took a swing around the channel and asked a few solution providers and distributorsfor tips to manage during especially turbulent times. Here’s what the tough-minded offer up tonervous channel executives. By VARBusiness Staff

10. Outlook Awards 2008

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

Dominic Khuzwayo, George Maseko and Stanley Chishala.

76 News roundups & DMoves

80 Snapshot & Dilbert

Contents

CRN Contacts:

Editor:

Kaunda Chama

[email protected]

Journalists:

Portia Shaba

[email protected]

Dominic Khuzwayo

[email protected]

Brand executive:

Hellen Murahwa

[email protected]

Sub-editor:

Jenny Bastomsky

[email protected]

Designer:

Spencer van Graan

[email protected]

Database and subscriptions:

Daisy Mulenga

[email protected]

copyright noticeCRN 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 7025Registered with the Audit Bureau of Circulation

OutlookAwards 2008

JANUARY 2008

� Cyril Belikoff, former head of Microsoft’s Information Worker business in SA left the local subsidiary to take up a high-profileposition 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 inmobile communications devices.

� Local VoIP hardware distributor Even Flow Distribution was awarded the distributorship for Siemens’ range of home andoffice communication products in SA.

� Datacentrix signed an agreement with wide area data services solution provider, Riverbed Technology, to resell the company’sSteelhead 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

� 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.


YEAR IN REVIEW:

BY DOMINIC KHUZWAYO

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.

It’s timeREWIND

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 independentnon-executive director.

� SAS Institute SA signed Quantec Research, a consulting firm specialising in financial and socio-economic database devel-opment.

� 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 inSA.

� 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 special-

ist, 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 pro-

gramme 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 toreplace Thoko Mokgosi-Mwantembe.

� Drive Control Corporation (DCC) announced Anamika Budree, who was previously a DCC product specialist, as a newstorage software manager.

� Axis Communications, one of the global leaders in the network video market, appointed Sentronics as its distributionpartner in SA.

� ICT distribution house Pinnacle Micro won part of the government’s SITA RFT153 tender for the supply of 12 Supermicroserver 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 net-

work cameras.

CRN SOUTHERN AFRICA • DECEMBER • 5

YEAR IN REVIEW:

1. Do Not Depend On ProductReselling As Your OnlySource Of Profit

Have other sources of profit generation that

support your businesses – successful value-

added resellers must add additional value

to supplier offerings to ensure a predictable

and profitable revenue flow.

“If I create my own service offering out-

side 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.”

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

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 dri-

ving 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 ThatHave A Short-Term ReturnOn 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

BY VARBUSINESS STAFF

“I’m also seeing increased interest in solutions thatoffer opportunities to work remotely. With risinggas prices, companies seem to be more interested inthose solutions.”

Though sometimes it may seem like it is, the sky isn’t falling. Of course, theeconomy could be better, but millions of businesses all over the world are seek-ing 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 solu-tion providers and distributors for tips to manage during especially turbulenttimes. Here’s what the tough-minded offer up to nervous channel executives.

10 tips to Weather the storm

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 envi-

ronment. Channel partners say customers

are reluctant to make major purchases that

require big capital outlays and the zero-per-

cent 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

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 first-

year enhancement costs between $20,000

and $1 million. Solution providers say the

offer helps them overcome customer hesi-

tations and close deals.

Hitachi Consulting, which resells the

Dynamics software, develops return-on-

investment (ROI) studies for potential

buyers and Mike Gillis, managing vice

president at the consulting firm, says the

zero-percent financing makes those ROI

numbers more attractive. “The return-on-

investment calculation is more important

today than ever,” he says. “And the zero-

percent 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 ini-

tiatives to help channel partners close busi-

ness 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-

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 PartnerAssistance 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

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 initia-

tive 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 inte-

gration 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 certifica-

tion 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.


ANALYSIS: TRENDS

SOLUTION PROVIDERS

BY RICK WHITING, CHANNELWEB

W

Vendor initiatives providepartners with an edge in tough economy

Meanwhile, some vendors are cutting their channel partnerssome slack on bureaucratic requirements, letting solutionproviders focus on more important tasks, like selling.

?????????


Still pertinent As distributors continue to play an essential role in CRN’s research survey, they once again stepped up to the challengewhen 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 leadingindicator 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 powerhousessuch 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 providerknowledge. 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 prod-uct 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 theseawards and making them a success.



1st – Rectron2nd – Axiz3rd - Esquire

Rectron011 203 1000www.rectron.net

In yet another stronghold for a local componentsdistribution powerhouse Rectron scooped the 2008Distributor of the Year Award in the Client and ServerProcessors category.

Rectron is an authorised Intel distributor in SA andsub-Saharan Africa, and swept the board as solutionproviders awarded it an overall score of 3.63 out of apossible 6.00. Although the overall score in this categoryhas dropped significantly from last year, Rectron record-ed a 5.06 overall score. This proved to be enough tobeat Axiz and Esquire Technologies that scored overallaverages of 3.55 and 3.19 respectively.

Rectron received a total of 33 votes from solutionproviders that rated it in this category. Its highest aver-age score was 3.82 in the Product Knowledge category,which suggests that its sales and technical teams arehighly regarded and expertly handle its client and serverprocessors business.

Rectron scored 3.52 for Contribution to ProfitMargin; 3.61 for Product Availability; and 3.58 forValue-added Services.

Christopher Coetzee, Intel Server product manager,says Rectron’s main focus for 2008 was to be the num-ber one supplier of Intel White-Box servers and tomaintain that position locally.

“Our customers always come first and we ensure that we supply not only an appropriate and completesolution but also the after-sales support they deserve,”he says.

Coetzee says that Rectron has focused mainly on theIntel Modular Server product that is built on IntelMulti-Flex technology.

“Our infrastructure plays an important part in ourperformance, allowing us to hold enough stock toalways have a complete solution when a customer needsit,” he says.

He adds that its 48-hour server assembly time meansresellers receive completely built servers in the shortestpossible time.

Says Coetzee: “Our dedicated team takes care ofeach phase of our server business from quoting andplacing of the order, to the assembly of the server andafter-sales support.”

In the future Rectron will continue supplying IntelWhite-Box server components and platforms as well asIntel Xeon Server Processors supported on these com-ponents and platforms.

Coetzee says it is important for the server team atRectron to give loyal resellers the right solutions, infor-mation, support and service to make dealing with thecompany a pleasure.

“We will continue providing our resellers with thenecessary training on current and new Intel server tech-nologies and products as they are released through ourBuild Your Own Server (BYOS) – reseller traininginitiative,” he concludes.

By Stanley Chishala

...as Rectron show why it’s a components leader.

Client & Server Processor: RectronW

INN

ER

“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

20082008

Chris Coetzee

Client & Server Processor

Rectron Axiz Esquire DCC

1.00

2.00

1st

2nd

3rd

4th

3.00

4.00

5.00

6.00


1st – DuxburyNetworking2nd – Comztek3rd – TarsusTechnologies4th – Westcon

DuxburyNetworking011 351 9800www.duxbury.co.za

Specialist networking solutions distributor DuxburyNetworking is the 2008 Distributor of the Year in theenterprise networking hardware category.

Duxbury Networking received the award after 21solution providers in the local channel gave the distribu-tor an impressive 4.07 overall score.

Duxbury Networking emerges as a strong contenderin this category while displacing last year’s winnerWestcon, which is relegated to fourth spot.

This year proves to be Westcon’s weakest showing inthis category as solution providers rated the distributorwith a low overall mark of 3.41.

Comztek moves into second position with a solid

4.00 overall rating while Tarsus Technologies’ 3.53mark out of a possible 6 secured the Cisco enterprisesolutions distributor of networking products third spot.

The solution providers voted for DuxburyNetworking as the overall winner out of the four distrib-utors in this category. Results reveal that the distribu-tor’s only low average score is in the contribution toprofit 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 inthe product knowledge (4.43) and value-added services(4.24) categories.

The distributor also rates a 3.95 overall rating forproduct availability.

Graham Duxbury, CEO at Duxbury Networking,says as the enterprise network’s intelligence is in-built,the distinctions between Wi-Fi, WiMax, GSM, femtocells and other network platforms is becoming blurred.This gives the user the ability to roam between themusing a single handset. Duxbury says with this develop-ment comes the challenge of effectively securing theirplace in the market.

In the enterprise market the company representsEnterasys and HP ProCurve, which have proven to bestrong brands that offer value for money for resellersand 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 inour stable, while adding impetus to our vendor partners’programmes as well,” he concludes.

By Stanley Chishala

Enterprise Wireless Products: ComztekW

INN

ER

“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.” – Graham Duxbury, Duxbury Networking

Duxburydisplaces

Westcon

20082008

Graham Duxbury

Enterprise Wireless Products

1.00

2.00

3.00

4.00

5.00

6.00

DuxburyNetworking

Comztek TarsusTechnologies

Westcon

1st

2nd

3rd

4th

CRN SOUTHERN AFRICA • DECEMBER 2008 • 15

SME Networking Hardware: Duxbury Networking

1st – DuxburyNetworking2nd – Rectron3rd – TarsusTechnologies


Building on last year’s success in this category,networking solutions distributor Duxbury Networkingretains its place as SME wireless products Distributor ofthe Year.

Duxbury receives the award after solution providersrecently granted the distributor a solid 4.21 overall scoreout of 6. Unlike last year when Duxbury Networking hadno strong opposition, this year Rectron was hard on itsheels with a 3.72 score. Tarsus Technologies’ gained a1.78 overall score for third spot.

Duxbury Networking scooped 17 votes with highoverall averages in contribution to profit margin (3.94);product availability (4.24); an excellent 4.47 for productknowledge; and value added services 4.18.

Graham Duxbury, CEO at Duxbury Networking, saysone of the company’s key focus areas this year is on net-work security across all network infrastructures – wiredand wireless.

Duxbury says security also plays an important role inthe SME environment, where the need for staff mobility,

which adds significantly to corporate efficiency, increasessecurity risks. Consequently solutions are required toensure confidentiality, integrity and availability of infor-mation, says Duxbury.

In the SME area wireless networking is an economicalalternative to wired networks.

Against this backdrop, Duxbury adds that the compa-ny offers best of breed networking portfolios that addressmultifaceted networking disciplines, applications andtechnologies.

Remarking on the award Duxbury says that this win isreinforced by the company’s superior technical skills thatare unsurpassed in the local SME distributor community.

Duxbury wireless products are drawn fromBridgewave, Colubris (now part of HP ProCurveNetworking), Netgear, Proxim and the newly acquiredAlvarion. Duxbury believes the company has the appro-priate range of wireless products.

In light of current fluctuating exchange rates, whichare expected to remain volatile into 2009, DuxburyNetworking continues to maintain the viability ofpartners in an increasingly competitive marketplace, adds Duxbury.

SME WirelessProducts: Duxbury Networking

WIN

NE

RDux does it again

20082008

1st – DuxburyNetworking2nd – Rectron3rd – Axiz4th – SaharaComputers


Undoubtedly Duxbury Networking’s strongest showing– and contribution to its recent victory in the Distributorof the Year Awards – is its performance in the SME net-working hardware category.

The specialist networking solutions distributor contin-ues to build confidence as solution providers within theSME networking solutions sector.

Out of 15 different solution providers that cast theirvote, Duxbury Networking polls an overall average scoreof 4.32 out of a possible 6 – enough to keep runner upRectron off the top spot.

Rectron had the same number of solution providercompanies casting their vote but only managed to securean overall score of 3.62. Axiz came in third with 3.52while Sahara Computers were fourth with a low overallaverage of 1.95.

Duxbury Networking held its own and received

impressive high scores from solution providers, including4.07 for contribution to profit margin; 4.47 for productavailability; 4.60 for product knowledge; and 4.13 forvalue added services.

Graham Duxbury, CEO at Duxbury Networking, saysthe company strives to introduce products and new tech-nologies to the SME market to meet its growing demandfor ‘enterprise class’ benefits, such as collaboration andremote working, cloud computing and software as a ser-vice (SaaS) – all this at an SME friendly price.

Duxbury also stresses the importance of educationand training within Duxbury through the DuxburyAcademy, which helps its resellers to up-skill and cross-skill for the benefits of their business and ultimately theirend-user clients.

“We will introduce a number of world-class vendors tothe Duxbury Networking family, complementing themany exclusive relationships we currently enjoy withglobal technological leaders,” he adds.

WIN

NE

R

SME appeal

2008200820082008

By Stanley Chishala

By Stanley Chishala

Graham Duxbury

Graham Duxbury


1st – Comztek

Comztek011 848 9000www.comztek.com

Arch rivals Comztek and Westcon once more came upagainst each other in the contest for enterprise wirelesscategory in the annual Distributor of the Year Awards.

But Comztek came out on top this time as theDistributor of the Year for enterprise wireless productsfor 2008.

Comztek received a sound 4.12 overall average score. Other potential contenders such as last year’s winner

Westcon, Duxbury Networking, Comstor and TarsusTechnologies all failed to gain the required minimum 10votes to be considered for the award.

From the 13 different solution provider companiesthat rated Comztek in this category, the distributor got a3.69 score for contribution to profit margin; 4.08 forproduct availability; 4.31 for product knowledge; and a

4.38 score for value added services.Although Comztek received a lower score for contri-

bution to profit margin, it is not surprising given thetough economic climate and credit crunch that distribu-tors are currently operating under. This has been exac-erbated by the volatility of the rand making it extremelydifficult for distributors such as Comztek to keep theirpricing structures stable.

Uwe Brandkamp, Networks Business Unit director,at Comztek says the company has a hands-on approachin the business. It assists resellers with a range of ser-vices and offers the best possible wireless solution fortheir customer’s enterprise networks.

Brandkamp says that Comztek has built a number of solutions for outdoor and indoor wireless enterprisenetworks.

“We offer services that include site surveys, networkdesigns and implementation.” he says.

Remarking on the confidence that resellers haveshown in the Comzek’s enterprise wireless offerings,Brandkamp says the company prides itself in addingvalue to all the wireless network brands it represents.

“We employ highly trained and experienced sales andtechnical specialists,” he says. “They are able to provideour reseller base with sound advice and technical assis-tance in this environment.”

Comztek offers the cream of the crop range of enter-prise wireless products that include Netshield, 3Com,Cisco, D-Link and NorteI.

“This range of brands gives Comztek clients wirelesssolutions to suit most enterprise wireless requirements,”he says.

Brandkamp adds that Comztek will hone its focus inthe wireless industry by continuing to add value to thebrands it currently represents.

By Stanley Chishala

... as Westcon fails to retain hold.

Enterprise Wireless Products: ComztekW

INN

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“The company prides itself in adding value to all

the wireless network brands it represents.”

– Uwe Brandkamp, Comztek

Comztekwins unoposed

20082008

Uwe Brandkamp

Enterprise Wireless Products

Comztek

1.00

2.00

1st

3.00

4.00

5.00

6.00


VoIP Technology: Comstor

Peripherals and PC accessories: Axiz

1st – Axiz

Axiz011 237 7000www.axiz.com

Distribution house Axiz gets top accolades in theperipherals and accessories category in this year’sOutlook awards.

Axiz chief marketing officer Craig Brunsden says hiscompany’s success is because the distributor has a goodunderstanding of the market and what it needs in termsof current technology.

The company achieves its highest scores in contribu-tion to profit margin, product knowledge and productavailability.

Brunsden says: “We’re delighted that our efforts inthis sector have been recognised by our customers.We’ve focused intensely on our product knowledge, withdedicated support skills and tools to ensure our salesteam and resellers are equipped to compete. Productavailability is also a major area of improvement for usand we’ve invested in systems and technology toimprove our product management that has shownresults in the past year.”

Axiz scores lowest in value-added services, to which heresponds that the company intends on improving on,

stating that although the company has been focusing on more fundamental issues like availability andknowledge over the past year, it does have plans to expand its product range and skills to take advantage ofthe opportunities.

“Our approach is purely channel focused, workingwith a clearly segmented but broad base of resellers andtailoring our plans to suit each customer segment. Forexample, an enterprise reseller may not need our pre-sales skills to the same degree as an SME resellerdoes, but they may need more complicated roll outmanagement, etc,” explains Brunsden.

Axiz’s Ledibogo Partner Programme is currentlyfocused on development of BEE SME resellers, whichhas been successful and there are no plans to change it.

Brunsden adds that Axiz continues to assist in driving vendor certification programmes and regularupdate sessions.

The company is geared towards continued improve-ment and focus on those partners who supported it in 2008.

By Kaunda Chama

WIN

NE

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Complimentary solutions

20082008

20082008

1st – Comstor

Comstor011 233 3333www.westcon.co.za

Comstor, a division within the Westcon AfricaMiddle East (WAME) specialising in Cisco products, isonce again the 2008 Distributor of the Year in the VoIPtechnology category.

The company retains the award it also won last yearafter 21 solution provider companies awarded it a 3.52overall mark.

Although Comstor received a total of 21 votes, theoverall average scores in each of the criterion highlightssome challenges for the distributor, as it failed to garnermarks above 4.00.

Comstor gets 3.48 for contribution to profit marginand product availability; 3.62 for product knowledge;and 3.52 for value added services.

This year’s win is not a surprise given Comstor’srelationship with Cisco, Comstar is the VoIP flagshipbrand in its stable.

In fact, Comstor, through parent company Westcon,has invested quite heavily in training to provide its entire solution provider channel with preconfiguredtechnologies and sales tools that deliver communicationconvergence solutions.

Comstor has the OneVoice Partner programme thatoffers resellers an opportunity to be involved in Cisco’scommunication and VoIP solutions.

Since the launch of the OneVoice partner pro-gramme, 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 toembrace Cisco’s collaboration strategy. The strategyrevolves around technologies such as VoIP, unified mes-saging and communication, instant messaging, IP video,Telepresence, mobility, SaaS and Web tools like blogsand Wikis.

Having won this award last year, it will be interestingto see if Comztek and Tarsus Technologies (also Ciscodistributors) are able to put up a formidable fight withComstar for this award.

WIN

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Craig Brunsden

By Stanley Chishala

Voice mastery

Axiz wins peripherals and accessories category


Barcode Printers & Accessories: Pinnacle Micro

1st – PinnacleMicro

Pinnacle Micro011 235 6000www.pinnacle.co.za

Local distribution powerhouse Pinnacle Micro takestop honours in the 2008 Distributor of the Year Awardsin a brand new category – Barcode Scanners.

From the 10 votes it secured from the local solutionprovider companies that rated the company, PinnacleMicro had a total average score of 3.78 out of 6. Not aninspiring score but enough to secure it in the top spot.

The company behind the Proline PC brand has a 3.40for contribution to profit margin; 4.00 for product avail-ability; 3.80 for product knowledge; and a 3.90 averagefor value added services.

An analysis of the results in each of the subset in thiscategory shows that the channel is particularly happywith Pinnacle Micro’s stock holding capabilities, there-fore the company is given a high rating in this area.

The distributor is experiencing challenges in thecontribution to profit margin subset as resellers in thelocal channel give Pinnacle the lowest rating in this criterion.

Although barcode scanners were traditionally used inthe warehousing sector, the wide acceptance of theseproducts in mainstream consumer retail has propelledsuch products and technology to be widely accepted.

In South Africa many retailers use barcode scannersto monitor their inventories and attach them to theirPOS solutions.

It therefore is no surprise that Pinnacle Micro has wonchannel confidence in the first year of this category.

Pinnacle Micro continues to forge ahead to cementand improve in all the areas where solution providersgave it low ratings.

WIN

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RStarting on a

winning note

20082008


Pinnacle Micro011 235 6000www.pinnacle.co.za

Barcode printers and accessories are more popular inthe commercial reseller channel, and this year it wasdecided to introduce this as a stand-alone category.

Pinnacle Micro is the debut winner in this categoryafter polling a 3.48 overall score.

From 11 solution providers that rated Pinnacle Microin this category, the company gains 3.18 for contributionto profit margin; 3.64 for product availability and prod-uct knowledge; and 3.45 for value added services.

Industry stakeholders decided to include this categoryfor 2008 based on the wide mainstream acceptance ofbarcode printers and accessories in the local commercialIT 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 itsscores are below the 4.00 mark, resellers have shownconfidence in the products that it distributes.

As the distributor forges ahead and strengthens itssolutions offerings in the market, is must ensure itcontinues to service its channel base with excellence.

With the likes of Mustek, ProScan and Apex allboasting of barcode printers and accessories, PinnacleMicro will have to do more if it is to deliver the sameresults in December 2009.

WIN

NE

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2008200820082008

By Stanley Chishala

By Stanley Chishala

Debut win for Pinnacle

Barcode Printers & Accessories: Pinnacle Micro

Barcode Scanners: Pinnacle Micro

The power of great product array.

Pinnacle takes top honours in brand new category.

1st – Rectron2nd – Axiz3rd – PinnacleMicro

Rectron011 203 1000www.rectron.net

Local distribution powerhouse Rectron has once again crushed Axiz and Pinnacle Micro in the 2008Distributor of the Year Awards in the system buildercomponents category.

Rectron polled a 3.81 overall score with Axiz andPinnacle Micro gaining 3.54 and 3.52 to secure secondand third place respectively.

From a total of 28 votes that Rectron received fromsolution provider respondents, the company scooped anoverall average score of 3.86 for contribution to profitmargin; 3.71 for product availability; 3.89 for productknowledge; and 3.79 for value added services.

Tony Chiang-Lin, Rectron’s Components BusinessManager, says 2008 has been a tough year for everyonein the local IT distribution sector. He says new productcycles are shorter while market conditions remain tough.

He says that Rectron’s success this year is attributedto the company’s commitment to the industry and itspartners.

Chiang-Lin is delighted with Rectron’s award despitethe lower scores this year when compared with their2007 performance.

He believes the company’s philosophy in providingthe right product, the right people including its staff,partners and vendors, is why the company has onceagain won reseller confidence.

With In Intel, Gigabyte, Leadtek, Transcend, Lite-onand Seagate on board, Chiang-Lin believes that Rectronhas the widest range of offerings in the system buildercomponents space.

The company’s newly installed multi million randdistribution infrastructure indicates that Rectron is fully equipped to support its resellers at the highest level.

“Our target is to make business a more enjoyableexperience for our resellers and to offer them more valueadded services. Building on our success in 2008, we areon track to reach even higher in 2009,” he adds.

By Stanley Chishala

System Builder Components: RectronW

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20082008

Tony Chiang-Lin

“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

Two in a row

Craig Brunsden


Leading IT infrastructure distributor Axiz torethrough the competition recently to win a category that was heavily contested by broad based distributioncompanies, which represent local best-of-breed display vendors.

This category also highlights a number of interestingchallenges going forward, as seen by the best overallscore that failed to pass the critical 4.00 barrier.

Axiz received an overall 3.77 score from 31 channelplayers to take it to the number one spot. Second place

Rectron received a 3.71 overall score while TarsusTechnologies took third spot with 3.70.

Solution providers that voted for Axiz noted a partic-ular low point in the value added subset as the distribu-tor polled 3.61 out of a possible 6. Its highest score wasattained in the product knowledge criterion as membersof the channel gave Axiz 3.87.

The distributor’s performance in this category wassummed up with a 3.77 score for contribution to profitmargin and a 3.84 mark for product availability.

Craig Brunsden, Chief Marketing Officer for Axiz,says the company has expanded its range in response tocustomer demand.

“We focus our marketing campaigns around our PCbrands and target specific customer segments with thefour brands we represent, which are Acer, HP, LG andSamsung,” he says.

Brunsden says that Axiz’s display panel range hasbecome a key part of their business as it represents topnotch vendors in this area.

“We work hard at ensuring that we’ve got the basicsright with good stock availability and competitive pric-ing, and hopefully this is recognised by our resellerchannel,” he says.

Brunsden says resellers can expect similar things nextyear and beyond.

“We will continue to work closely with all our ven-dors to ensure supply and pricing is competitive in avery tough and competitive segment of the market,” he adds.

By Stanley Chishala

...as it displays excellence.

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

Axiz back to winning ways

1st – Axiz2nd – Rectron 3rd – TarsusTechnologies


WIN

NE

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20082008

Display Panels

Axiz Rectron TarsusTechnologies

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3rd

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6.00


Advanced Channel Technologies has won the CRNDistributor of the Year award in the Consumables cate-gory. A.C.T was voted number one with an overall scoreof 3.87. A.C.T. also came out tops in product availabilityat 3.82 and product knowledge at 3.85.

According to Anton Herbst, MD at A.C.T, their prod-uct range has remained relatively static, barring therecent addition of Verbatim and Samsung.

“While the weak rand means increases in turnover forourselves, our peers and resellers, we know this won’tlast. For this reason, our focus has been on putting ITsystems in place, and setting up the right skills develop-ment processes to build our employees’ capabilities andencourage innovative thinking,” says Herbst.

“A.C.T. has tried to keep pricing as consistent as pos-sible, since it’s difficult for resellers to ride the massivepeaks and troughs in the consumable technology space today.”

“We’ve also tried, despite rising cost structures, tokeep our value-added services available to our resellersat no extra charge,” adds Herbst.

Herbst attributes the solid performance in 2008 toregular communications with customers “our executive networking and update sessions as well as theefforts our regional sales managers are making tounderstand our customers’ business are also making ahuge difference”.

“With a better understanding of the challenges facingour customers, we’re more equipped to build compellingand 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 expectmore of the same practices from A.C.T.

“A.C.T. strives to be a known quantity and that’s onething resellers can count on in these relatively uncertaintimes,” says Herbst.

By Dominic Khuzwayo

A.C.T. leads the way.

Consumables: A.C.T.

The art of

1st – A.C.T2nd – Rectron 3rd – DCC

Advanced ChannelTechnologies011 695 1640www.act3.co.za

WIN

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20082008

“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.

Anton Herbst

Consumables

A.C.T Rectron DCC

1.00

2.00

1st

2nd

3rd

3.00

4.00

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selling consumables


1st – Rectron2nd – Axiz

011 203 1000www.rectron.com

This year’s Network Printers category goes todistribution house Rectron.

Rectron once again believes that that it is the result ofhaving the right product, at the right price, at the righttime, while having a product that people want.

“It’s also about having a product range that’s differ-ent to the norm and the added value offered with bun-dled items is being well received,” Zandre Rudolph,Rectron, sales director says.

It is about the user experience and the users them-selves enjoy working with the products. The RectronSales Team push the product and sell it as well as thesupport behind the products.

“It has been a team effort and the nomination istestament that we are heading in the right direction,” he adds. Rectron achieves the highest score in contributionto profit margin, product knowledge and product availability.The company also attributes this to offering the right products.

There are many brands out there and everyone sellsthe same brands. When you compete at all levels sellingsomething different makes all the difference.

“The products we have are different and each productin each segment has a unique differentiating factor thatis not present when looking elsewhere, a ‘sameness’ thatpersists,” he says.

Rectron believes its offering allows differentiation andmore freedom on pricing to allow for higher profitmargins. The company also ensures that its products arewell rounded and have extensive collateral available thatcover all aspects of unit technical details – as a well as ateam that knows the products inside out.

The distributors lowest score is for value added ser-vices and the company is currently evaluating the righttypes of services to offer a tangible benefit to customers.

“Our approach to the channel is based on differentia-tion, quality, value and the ability to make money. Weare offering a product that gives customers a lot of free-dom in many areas and putting our full force behindpromoting the product,” Rudolph says.

Rectron currently does not have a partner programmein place for the this category. It is expected to be imple-mented during the first half of next year and will offer amulti-tiered program for different levels of customerswith varying degrees of benefits.

Looking ahead, Rectron says the network printerbusiness that is going from strength to strength andmomentum on is picking up daily.

Its number one priority is to build on the pastachievements 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 thealready 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.

By Kaunda Chama

Disti takes network printer category.

Network Printers: RectronW

INN

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“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

20082008

Zandre Rudolph

Network Printers

Rectron Axiz

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1st

2nd

3.00

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6.00


Impact Printers: Esquire Technologies

1st – EsquireTechnologies

EsquireTechnologies012 657 1111www.esquire.co.za

For the second consecutive year Esquire Technologiesretains 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 TarsusTechnologies, Mustek, Pinnacle Micro and DCC failed toget the required minimum 10 votes to be considered forthe award.

An analysis of Esquire Technologies’ scores revealsthat there are no specific problems in the area of contri-bution to profit margin, as it scores a healthy 4.22 overallscore. Product availability and value added servicesmakes 4.28, while the product knowledge subset givesEsquire Technologies an overall mark of 4.17.

It is again worth noting that contribution to profitmargin takes a dip across all areas of technology, as it isinextricably linked with the current credit crunch andglobal economic crisis.

Esquire works hard to promote the impact printersrange 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-oneand ecommunications marketing through its weeklyonline newsletters.

Although this year the distributor records lower aver-age ratings when compared to last year, the fact that it

wins this category unchallenged is proof that it is servingits reseller channel best.

With the bigger distributors such as Mustek andPinnacle Micro looking at enhancing their reach in thiscategory, it will be interesting to see how Esquire shapesup next year to contend its third possible title.

WIN

NE

R

2008200820082008By Stanley Chishala

Distributor wins impact printer category unopposed.

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.

Esquiretakes the Prize

Mahomed Cassim

Impact Printers

Esquire Technologies

1.00

2.00

1st

3.00

4.00

5.00

6.00

?????????

?????????

track record that has been proven time andtime again. “We invest heavily in certifications.”

Its lowest score is in product availability. In realitysome items do not sell and it is almost impossible tokeep everyone happy and immediately supply all needs.

The strategy for this channel is to treat them withrespect and understand their needs.

“Successful partner programmes cover all areas ofpartner appreciation such as education, customerservice, logistics, financial assistance, black economicempowerment and corporate social investment. At Tarsus we go to great lengths to ensure that ourpartner programme covers all these key value points,”Tarsus says.

The Tarsus Partner Programme consists of sevenpillars including:

1. Finance: flexible and fair credit terms to the majorityof its resellers. Channel Capital, its new financial servicesoffering, is backed by several of South Africa’s largestfinancial institutions.

2. Pre- and Post-sales Support: provides the technicalexpertise to assist resellers in developing appropriatesolutions that match their customers’ needs.

3. Logistics: Staging and Stockholding: involves stock-holding and forecasting and delivery directly to resellersor to their end-users.

4. Training and Certification: The Channel BusinessCollege, founded in 2004, offers a series of practicalbusiness courses designed to develop the resellers’ busi-ness skills and increase profitability.

5. BEE Programme: Tarsus Technologies is a black-owned company and adheres to the Dti codes of goodpractice and is fully committed to transformation. Tarsusis recognised as a Level 3 contributor with a BBBEEprocurement recognition level of 110%.

6. The Tarsus Foundation: has donated more than R1million in cash and computer systems to non-profitorganisations in South Africa including orphan, AIDS,and disability trusts, community upliftment programmesand business development projects. The Foundation hasalso developed an internship programme and welcomesits partners to participate by funding internships or pro-viding on-the-job training for learners.

7. Loyalty: Tarsus believes in rewarding resellers for theircommitment and its PartnerRewards loyalty programme,established in 1998 and run in association with its sistercompany ACT, is the South African IT industry’s longestrunning and most successful loyalty programme.

Tarsus remains committed to assisting partners withtraining if they show loyalty and continued support.

>> p31


UPSes & DataCenter management: Tarsus Technologies

1st –TarsusTechnologies

TarsusTechnologies011 531 1000www.tarsus.co.za

Tarsus scoops top spot in the UPS and DataCentre Management Products category and it once againattributes its success to focus and dedication to itschannel partners.

“We have a focused and qualified pre sales team thatassists sales people and resellers in supplying the correct

solution for the requirement, knowledge is power andpower is money,” Tarsus says.

Tarsus achieves high ratings in technical support andwarranty, product quality and channel programme andcontribution to profit margin. The company believes theconfidence comes from an outstanding

WIN

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Keeping thingsrunning at all costs 2008200820082008

By Kaunda Chama

“Successful partner programmes cover all areas of partner appre-

ciation 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.”

UPSes & DataCenter Management

TarsusTechnologies

1.00

2.00

1st

3.00

4.00

5.00

6.00

> p30


Multifunction Printers: Tarsus Technologies

1st – Workgroup

011 654 6000www.workgroup.co.za

Business software suites category goes to distributiongiant Workgroup and the company’s MD Doug Woolleysays this is result of focus and dedication.

“We pride ourselves in our extremely focusedapproach to managing our business and channel byintroducing targeted business divisions, each of whichfocuses on specific products.

The company’s highest ratings are in technical sup-port and warranty, product quality and channel pro-gramme 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’tmaximising the product opportunities we’re offeringthem. Most of Workgroup’s products today are valuebased, which means the emphasis is on empowering ourresellers to provide a total solution rather than enteringinto a box drop scenario. Resellers following this sug-gested approach are reaching great margins, in excess ofthe high twenties on a monthly basis.”

The company’s channel strategy is to find the rightpartner for the right product solution.

Woolley says: “Our partner program is specific to

each vendor as it’snever a one modelfits all situation. We offer partner models for VMware,Citrix, EMC and Sun, with each solution and the part-ner requirements differing in each case. A one size fitsall model may suit the FMCG market but our targetareas are complex and require specific solutions.

A partner program doesn’t equate to a loyalty pro-gram as partners pay for that any way.”

“Training is one of our major differentiators. Webelieve that by upskilling our partner base we create valuefor them in selling Workgroup solutions. We try and facil-itate training that is certifiable for both sales and technicalreseller employees – this way value is created on an indi-vidual level as well as for the company as a whole.”

On the companies that were not able to secure anaward, he says: “I know what works for Workgroup, butwho is to say that our approach would work for anothercompany? Businesses in South Africa incorporate dif-ferent operating models and cultures, it’s all about find-ing business processes that fit.”

Workgroup continues to focus on the products it hasas well as its various programmes.

By Kaunda Chama

WIN

NE

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Business software suited

20082008

20082008

1st –TarsusTechnologies2nd – Rectron3rd – DCC

TarsusTechnologies011 531 1000www.tarsus.co.za

Tarsus Technologies is on a roll – it displaces lastyear’s winner Axiz in the Multifunctional Printers cate-gory to scoop top honours.

Channel players awarded the distributor a 3.72 over-all rating. Axiz has tumbled to fifth position, highlightingthe challenges the distributor is facing in the channelcommunity this year. Although Tarsus wins this categorywith 28 solution provider votes, there isn’t much toshout about as the distributor scores below the critical

4.00 barrier in all the subsets solution providers that areused to rate it. In second place Rectron has 3.57 leav-ing DCC with a poor 3.18 to scrape into the top three.Interestingly, Tarsus, Axiz and DCC are all authorisedto distribute HP products.

Tarsus Technologies gain a 3.79 overall for contribu-tion to profit margin; 3.71 for product availability; 3.68 for product knowledge; and 3.71 for value addedservices.

WIN

NE

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Tarsus Technologiesis on a roll

By Stanley Chishala

Doug Woolley

Business Software Suites: Workgroup

...as it displaces its closest arch-rival Axiz.


1st – Comztek

011 848 9000www.comztek.co.za

After winning the database and content managementsoftware category in this year’s CRN Outlook Awards,David Caygill, Business Unit Manager at Comztek saysthat the win is a clear result of the hard work and dedi-cation of the individuals that work within the productlines that fall within the category.

In this category, Comztek achieved its highest scoresin value added services, product knowledge and productavailability.

“Not so long ago, there was very little demand forvalue added services. However, resellers now acknowl-edge the value of these services. Providing resourcessuch as a skilled colleague to assist in winning businessfor a reseller that does not have the means to financethat individual, or keeping spares on behalf of a resellerthat does not have the economies of scale to do so, trulyadds value.

Its lowest mark was in contribution to profit margin.Caygill comments: “Our strategy is not cast in stone andallows for improvements and adjustments to be made

where necessary. We’ll have to go back to the drawingboard and improve on this area. The Outlook Awards area great eye opener as they allow one to see both whatthey 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 ourbranches. This is what got Comztek where we are andwhat will carry us into the future.The ComztekAppreciation Programme (CAP) is our no frills, straight-forward channel rewards programme and is aboutComztek showing appreciation to its resellers. It is easyto understand and to participate in.

With regards to the company’s training, Caygill saysreseller training sessions covering sales, technical, prod-uct and basic technology are customised according toresellers’ training needs. Depending on the level of train-ing required, it is either conducted by the Comztek chan-nel manager, a Comztek technical specialist or by a rep-resentative from the supplier.

Looking ahead to 2009, Comztek is driving towardsgrowing its product offering in the database and contentmanagement software category.

WIN

NE

RMaking sense of content

20082008

1st – Workgroup


Distribution house Workgroup scoops the client securitysoftware category in this year’s Outlook Awards. ShirleyGottschick, the company’s Infrastructure GeneralManager and Director, comments that there are so manyreasons why Workgroup deserves this accolade.

Workgroup got the highest score in technical supportand warranty, product quality and channel programmeand product availability; Gottschick comments that this isbecause Workgroup offers a range of skilled resourcesthrough its focused business units.

Its lowest was in contribution to profit margin and shestrongly believes that the only way Workgroup can helpits customers is to provide them with the best solutionsets, training and hands on assistance as possible.

With regards to channel strategy, she says: “We haveto understand our clients’ needs and provide solutionthat fit their business requirements. We provide contin-ued support and initiatives to alleviate pain points with

channel resellers and our strong BEE credentials assistour partners in achieving their own BEE goals.”

The distributor’s partner programme is an ongoing,division specific process that ensures its partner’s needsare addressed. “Each programme is tailormade for vari-ous partner segments and vendor offerings that take intoaccount individual concerns and addressing training,financial solutions and marketing initiatives.”

Gottschick says: “We take training very seriously asresellers when they are trained become self-sufficient andable to deliver service to their customers. They must gainknowledge and confidence in the products they sell.

“I believe skills development is the greatest challengefacing IT today and we are constantly seeking way toalleviate this.”

Looking ahead, the company plans to continue itsdrive to assist partners in making money by offeringcontinued training and introducing business development initiatives.

WIN

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R

Keeping clients secure

2008200820082008

By Kaunda Chama

Client Security Software: Workgroup

Database & ContentManagement Software: Comztek

By Kaunda Chama


1st – Comztek

011 848 9512www.comztek.com

David Caygill, Business Unit Manager at Comztek saysthat the main reason why his company won the graphicssoftware category is because of the dedication of theteam, including channel managers and sales people, whowork with the product lines that fall within this category.

“Their hard work, passion and dedication are whatbring us the results we get. The vendors’ support alsohelps a lot in achieving what we have,” he comments.

“Not so long ago, there was very little demand forvalue added services. However, resellers now acknowl-edge the value of these services. Providing resourcessuch as a skilled colleague to assist in winning businessfor a reseller that does not have the means to financethat individual, or keeping spares on behalf of a resellerthat does not have the economies of scale to do so, trulyadds value.

“Such activities contribute to the bottom line of thatreseller, ensuring that their future business is stronger thanit is at present. It puts that reseller in a position to grow itsbusiness and move up faster in the value chain, perhaps toa point where that company can afford that skilled individ-

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 thestock management team to ensure that there are nostock issues, ensuring that all orders can be executedtimeously,” he notes.

With regards to the company’s training, Caygill saysreseller training sessions covering sales, technical, prod-uct and basic technology are customised according toresellers’ training needs. Depending on the level oftraining required, it is either conducted by the Comztekchannel manager, a Comztek technical specialist or by arepresentative from the supplier.

Looking ahead, Caygill says Comztek intends to con-tinue along the same vein which has brought it success,and refine the aspects of its plan and strategy that havenot been working as well as they could have, therebyproviding its customers with even greater value.

By Kaunda Chama

WIN

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20082008

20082008

1st – Comztek

011 848 9512www.comztek.com

Comztek is the winner of the top accolade in this year’sdevelopment tools software category in the CRNOutlook awards.

According to David Caygill, Business Unit Managerat Comztek, credit for the win goes to the team, includ-ing channel managers and sales people, who work withthe product lines that fall within this category.

“Their hard work, passion and dedication are whatbring us the results we get. The vendors’ support alsohelps a lot in achieving what we have,” he comments.

The company achieved its highest scores in valueadded services, product knowledge and product avail-ability.

Accomplished on a regular basis, such activities con-tribute to the growth of the channel.

“That, along with careful stock management is whathas put us on good standing with our resellers.Comztek’s channel manager works very closely with thestock management team to ensure that there are no

stock issues, ensuring that all orders can be executedtimeously,” he notes. After getting its lowest score incontribution to profit margin, Caygill comments that thecompany’s strategy is not cast in stone and allows forimprovements and adjustments to be made wherenecessary. Comztek intends to go back to the drawingboard and improve on this area.

“Comztek is always looking for ways to improve itsproduct and service offering. Cultivating a fruitful salesenvironment, focusing on pre-sales and post-sales, aswell as a proactive approach to renewal business, is amajor part of our channel strategy.

“Just as important are reseller education and training,and the availability of technical resources at all of ourbranches. This is what got Comztek where we are andwhat will carry us into the future,” he says.

Looking ahead, Comztek is driving towards growingits product offering in the development tools softwarecategory at its West, East and Central African branches.

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Selling solutions for development

Comztek has graphics sorted

By Kaunda Chama

Development Tools Software: Comztek

Graphics Software: Comztek

Disti takes yet another category.


1st – Comztek

Comztek011 848 9000www.comztek.com

As one of its four Outlook awards this year, distributionhouse Comztek took the top spot in the integrationmiddleware category.

The company’s business unit manger David Caygillcomments that this is an area of our business that hasseen a lot of growth in recent times. In this category,Comztek achieved the highest score in value added ser-vices, product knowledge and product availability.

“Such activities contribute to the bottom line of thatreseller, ensuring that their future business is strongerthan it is at present. It puts that reseller in a position togrow its business and move up faster in the value chain,perhaps to a point where that company can afford thatskilled individual or a supply of spare parts,” says Caygill.

After getting its lowest score in contribution to profitmargin, Caygill comments that the company’s strategy isnot cast in stone and allows for improvements andadjustments to be made where necessary. Comztekintends to go back to the drawing board and improve onthis area.

Meanwhile, Comztek says its Appreciation Programme(CAP) is a no frills, straightforward channel rewards

programme and is about Comztek showing appreciationto its resellers. It is easy to understand and to participatein. Basically, CAP’s strength lies in its simplicity, accessi-bility and consistency. All registered resellers of Comztekcan 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 customisedaccording to resellers’ training needs. Depending on thelevel of training required, it is either conducted by theComztek channel manager, a Comztek technical special-ist or by a representative from the supplier.”

He says the key to success is simple: Do the basicsright. Decide upon a strategy and work towards it. Allowfor flexibility in your planning while ensuring that youremain focused on your goals at all times. A clear strate-gy and perseverance are the keys to success.

Looking ahead, Caygill says Comztek plans to contin-ue along the same vein which has brought it success, andrefine the aspects of its plan and strategy that have notbeen working as well as they could have, thereby provid-ing its customers with even greater value.

WIN

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RIntegrating from the middle

20082008

1st – Workgroup


The system and network management software categorythis year goes to Workgroup.

Doug Woolley, MD of Workgroup comments that hiscompany has played a special role in the South Africanchannel for many years.

“We’ve learned from our mistakes and the mistakes ofothers and have created and mastered an internalapproach that works. Our channel partners know whereto go to for what and they also know that we’ll come up with the best solution for their needs, not just thesolution that costs the most or is easiest to move,” he explains.

Workgroup achieves the highest score in technicalsupport and warranty, product quality and channel pro-gramme and product availability. Woolley says: “It’s ourindividual business units, which house expert pre-salesand 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 ‘tofish’ as opposed to ‘feeding’ them. “We believe it worksand this approach leads to long-term success in a chan-nel environment that runs without too much reliance ontheir distributor,” he says.

“While our initial focus is to continue developing andmaintaining our various business units we also constantlymonitor channel changes and updates. We stay in touchwith our partners and pride ourselves in our understand-ing their requirements and providing solutions that suitthem,” explains Woolley.

Meanwhile, the company’s partner programs aretargeted 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 servicesand support.

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Systems, networks managed

2008200820082008

By Kaunda Chama

Infrastructure Software: Workgroup

Intergration Middleware: Comztek

By Kaunda Chama


1st – ESecureDistribution

011 545 6200www.esquiredisto.co.za

ESecure Distribution is this year’s winner of theNetwork 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 validatesthis award.”

The company has top marks in product availability,product knowledge and contribution to profit margin.

“We pride ourselves in not only choosing the bestproduct but also the best people. We have highly trainedand skilled staff, their experience with the product isunrivaled and we are passionate about the products wesell,” says Hindley.

Their lowest score is in value added services. Hecomments: “I am surprised that we rate low in thiscategory as our reseller channel has always said that thevalue they seek in bringing a new product to market is

in technical resources and demonstration equipment.We provide this for the resellers and end users. What wedon’t have is a rewards programme like some of thelarger distributors.”

eSecure’s channel strategy is that of distribution toresellers or service providers. “We do not act as areseller as well as a distributor. We believe thedistributor and the reseller add value to the end user andeach 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 willbecome weaker.”

On its partner programme Hindley explains thateSecure does not have its own partner programme, asthey are guided by their vendors, however they doencourage and assist their resellers to become Blue Coatcertified partners.”

Hindley notes that eSecure is an Authorised TrainingCentre for Blue Coat. Over the past 16 months it hastrained over 25 students to become Blue Coat ProxyProfessionals in South Africa and seven in Kenya and Angola. They plan to do all the necessary trainingand certification to become a Packeteer AuthorisedTraining Centre.

“We serve as a bench mark in this regard. We haveand always will strive to do our best, and are very proudof our achievements. We are a small company workingin such a big space and if we can do it then so can theothers,” says Hindley.

Looking ahead, eSecure intends to improve on itsrating in the value added services category.

“Value added service can only be a service to thosewho perceive the service as a value. As the companygiving the service it is not up to us to decide on thevalue, it is up to those paying for the service. We willaddress this with our reseller base as to what they perceiveas value add and will look at how we can implement thenecessary steps to change this,” he concludes.

By Kaunda Chama

eSecure has the right model.

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“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

20082008

Network Security Software: E-Secure

Network Security Software

eSecureDistribution

1.00

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1st

3.00

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6.00


1st – DCC

011 201 8927www.drivecon.net

Anamika Budree, storage specialist at distributor DriveControl Corporation (DCC), on the news that DCC isbeen nominated as best in the storage management soft-ware category, says that DCC has for many years beenat the forefront of storage management in South Africa.

“We constantly strive to be up to date with the latesttechnology and ensure that our storage solutions caterfor a wide and diverse market. We constantly engagewith the suppliers of our products to guarantee thatthere is a high focus on training - for us and our cus-tomers,” she says.

The company achieves the highest score in productavailability, product knowledge and contribution to prof-it margin.

She explains: “We have an excellent in-house logisticsmanagement system and have well-managed servicelevel agreements (SLAs) with our suppliers. We con-stantly look at ways to improve the supply channel toourselves and our customers.

“We believe very strongly that our most importantasset is our staff. We invest a substantial amount ofmoney and effort to staff training and the transfer ofknowledge between our employees. We also maintainexcellent relationships with our suppliers who act as our

backup support network. We find that this positive rela-tionship is invaluable.

“We focus on our customers ensuring that any prod-uct related feedback or query from them is researchedand documented as part of our internal knowledge data-bases.”

Budree adds that the core of DCC’s business is builtaround customer relationships, trust and integrity. “Weensure that our pricing is transparent and fair to ourcustomers. 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 strategyis to embark on a programme to identify the value-addservices our customers require over and above what wecurrently offer. Based on this input our business planaims to achieve this in the short term.”

DCC is 100% channel focused. “We serve as a back-up to our partners when engaging end-users and offertechnical expertise, Proof of Concepts (PoCs), trainingand installation,” she says.

Budree says DCC has invested in a training centrethat uses for training reseller partners on an ongoingbasis.

“Most of our training stems from requests from ourreseller partners and resellers. However in 2009 weendeavour to host more structured training.

We also have the facility to offer sales-based trainingas well as high-end technical training at our premises. In addition our dedicated product specialists visitreseller partners to assist with day-to-day needs, training individuals and assisting with certifications,” she explains.

“I believe in persistence and focus. Those companiesthat did not win this year should never give up. Theyneed to work together within their organisation to strivefor excellence,” Budree says.

The company plans to involve the retention of exist-ing reseller partners, acquiring new resellers and theirclients, developing the resellers’ product knowledge andtechnical capability to ensure growth in market share.

It will also investigate potential new product lines tobroaden its storage management offering.

By Kaunda Chama

DCC top performs again.

WIN

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“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

20082008

Storage Management Software: DCC

Storage Management Software

DCC

1.00

2.00

1st

3.00

4.00

5.00

6.00


1st – Blue Coat

011 545 6200www.bluecoat.com

ESecure Distribution is this year’s winner of theWeb Filtering Software category.

The company had top marks in product availability,product knowledge, product knowledge and contributionto profit margin.

John Hindley, the company’s General Manager says:“eSecure prides itself in not only choosing the best productbut also the best people. We have highly trained and skilledstaff, their experience with the product is unrivaled and weare 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 saidthat the value they seek in bringing a new product tomarket is in technical resources and demonstrationequipment. What we don’t have is a rewards programmelike some of the larger distributors.”

Regarding its approach to the channel, eSecure’schannel strategy is that of distribution to resellers or ser-vice providers. “We do not act as a reseller as well as adistributor. We believe that the distributor and reselleradd value to the end user and each has its place in the

sales channel to the end user. Therefore the two shouldremain focused on what they do best, if you start tocombine the two one of the chains will become weaker.

eSecure is an Authorised Training Centre for BlueCoat and during the past 16 months it has trained over25 students to become Blue Coat Proxy Professionals inSouth Africa and seven in Kenya and Angola. “We aimto become a Packeteer Authorised Training Centre.”

“We serve as a bench mark in this regard and we haveand always will strive to do our best, and are very proudof our achievements. We are a small company workingwithin such a big space, and if we can do it then so canother companies,” says Hindley.

Looking ahead, eSecure intends to improve its ratingof value added services.

“Value added service is a service to those who perceiveit as valuable. As the company giving the service, it is notup to us to decide on the value but to those paying forthe service. We will address this with our reseller baseand ask them what they perceive as value and will look athow we can implement the necessary steps to changethis,” he concludes.

WIN

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RFiltering the net

20082008

1st – SoftlineAccpac

011 803 7327www.accpac.co.za

Westcon AME distributor comes out tops in thevirtualisation technology category.

Graham Vorster Westcon’s CTO says it is because thecompany worked actively over the past year to define androll out a Secure Data centre programme to complementits existing Voice and Security channel programmes,namely OneVoice, Onedefense and ConvergencePoint.

“We have been successful in launching new relation-ships with VMare and Symantec to complement ourexisting vendors in the Data Centre such as Cisco andAPC to name two,” he comments.

The distributor achieves highest scores in productavailability, product knowledge, product availability andvalue added services.

Westcon’s lowest score is in contribution to profitmargin. Vorster says the company’s secure data centrestrategy has been growing steadily, and it expects signifi-

cant contributions to continue in the channel and itsdefined verticals.

Westcon also established the Westcon Academy morethan three years ago, which offers various training coursesthat 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 developmentWestcon’s secure data centre strategy will continue

to develop resellers through marketing support and training initiatives. Market development initiativeswill 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 datacentre environment.

WIN

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Leading the virtual space

2008200820082008

By Kaunda Chama

By Kaunda Chama

Graham Vorster

Virtualisation Technology: Westcon

Web Filtering Software: E-Secure

Westcon takes it.


1st – TarsusTechnologies

011 531 1000www.tarsus.co.za

Tarsus Technologies is the top performer in thecommercial desktop PCs category.

“We have a focused and qualified pre sales team thatassists sales people and resellers in supplying the correctsolution for the requirements. Knowledge is power andpower is money,” Tarsus says.

Tarsus achieves highest scores in technical supportand warranty, product quality and channel programmeand contribution to profit margin. This track record isattributed to the fact that invests heavily in certifications.

Tarsus’s lowest score is in product availability. Itsapproach to the channel is to treat them with respect,and understand there needs.

“Successful partner programmes cover all areas ofpartner appreciation such as education, customer ser-vice, logistics, financial assistance, black economic

empowerment and corporate social investment. AtTarsus 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 sevenpillars: Finance; Pre- and Post-sales Support; Logistics,Staging and Stockholding; Training and Certification; ABEE Programme; The Tarsus Foundation; and Loyalty.

Tarsus believes in rewarding resellers for their com-mitment through its Partner Rewards loyalty pro-gramme, which was established in 1998 in associationwith its sister company ACT. It is the South African ITindustry’s longest running and most successful loyaltyprogramme.

Tarsus remains committed to assisting partners withtraining if they show it loyalty and continued support.

By Kaunda Chama

WIN

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Tarsus scores with commercial desktop PCs

20082008

20082008

1st – Axiz

011 237 7000www.axiz.com

Craig Brunsden, Chief Marketing Officer at Axizsays his company’s nomination as the top distributor inthe blade server category is due the company’s under-standing of the market and what it needs in terms ofcurrent technology.

The company achieves its highest scores incontribution to profit margin, product knowledge andproduct availability.

Brunsden says: “We’re delighted that our efforts inthis sector are recognised by our customers. We’vefocused intensely on our product knowledge, with dedi-cated support skills and tools to ensure our sales teamand resellers are equipped to compete. Product availabil-ity has also been a major improvement area for us andwe’ve invested in systems and technology to improveour product management. This has yielded results in thepast year.”

However Axiz scores lowest in value-added services. Thecompany intends to improve this by expanding its productrange and skills to take advantage of the opportunities.

“Our approach is purely channel focused, working

with a clearlysegmented but broadbase of resellers andtailoring our plans to suit each customer segment. Forexample, an enterprise reseller may not need our pre-sales skills to the same degree as an SME resellerdoes, but they may need more complicated roll outmanagement,” explains Brunsden.

Axiz’s Ledibogo Partner Programme is currentlyfocused on development of BEE SME resellers andthere are no immediate plans to change it.

“With our general reseller we’re focusing on improv-ing our key contact points and using customer feedbackto improve on areas important to them. These includeaccess to our sales team, alternative ways of interactingwith us, product knowledge and availability,” he says.

Brunsden also says Axiz continues to assist in driving vendor certification programmes and regularupdate sessions.

Axiz is geared towards continued improvement andfocus on those partners who supported it in 2008.

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Keeping it well servedBy Kaunda Chama

Craig Brunsden

Blade Servers: Axiz

Commercial DesktopPCs: Tarsus Technologies



011 265 3000www.pinnacle.co.za

Distribution powerhouse Pinnacle Micro scoops topspot in the SME volume servers (100 to 250) category.

“We have focused a lot of energy and resource ongrowing this product line and have appointed depart-ment heads to focus on the VAD model of pre salessupport on our server configuration. In addition we havepre built servers to match applications and we have made stock readily available in all our branches,” thecompany says.

Pinnacle Micro achieves the highest score in valueadded services, product knowledge, product availabilityand contribution to profit margin.

It comments: “We try to give the dealer double digitmargin and our offers stack up well in the value versuspower 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 smallitems such as brackets sometimes run out,” he notes.

Pinnacle focus on supporting the channel with VADservices, making stock readily available and providingprofit margin.

“Our partner programme is a referral model with tar-gets built in for specific value added resellers,” he says.

Pinnacle Micro have a ‘build your own server’ trainingprogramme launched last year and plans to refresh theinitiative in 2009, while at the same time continuing withsimilar initiatives.

The company plans improve on all its efforts andinitiatives to hopefully double its volumes next year.

WIN

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RKeeping the Pinnacle ofserver volumes

20082008

1st – Rectron

011 203 1000www.rectron.co.za

Distribution house Rectron scoops the notebookand mobile computers category in this year’s Outlookawards.

Rectron responds that it is about having the rightproduct, at the right price, at the right time, and having aproduct that people want.

Rectron achieved the highest score in contribution toprofit margin, product knowledge and product availability.The company also attributes this to having the rightproducts that has contributed in a big way.

With a lot of brands out there and everyone selling thesame brands competing at all levels – selling somethingdifferent makes all the difference.

Rectron’s offerings allow differentiation and morefreedom on pricing allowing for higher profit margins.The company also ensures that its products are wellrounded and have extensive collateral available, covering all aspects of the technical unit details and a team that knows its products inside out. Thedistributors lowest score is for value added services

and the company is evaluating the right types of serviceson offer.

Once these have been finalised and assessed thor-oughly the value adds will increase to offer a tangiblebenefit to customers.

Rectron currently does not have a partner programmein place for the notebooks category but this is in thepipeline and a multi-tiered program for different levels ofcustomers with varying degrees of benefits will be imple-mented during the first half of next year.

It is their number one priority to build on pastachievements and take the category to new heights.Introducing new models and a range that is cutting edgeusing the latest technology is a must.

“Continuing to hit the right price points with the rightmodels is a major focus and ensuring that the alreadyexcellent quality and standards are maintained isparamount. We will continue to do what we are doingand improve many times over,” Zandre Rudolph, salesdirector, Rectron.

WIN

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2008200820082008

By Kaunda Chama

By Kaunda Chama

Notebooks & Mobile Computers: Rectron

SME Volume Servers(1 to 250): Pinnacle Micro

Pinnacle Micro at the top.

Distributor gives good notes


1st – Axiz


Distribution house Axiz gets top accolade in theSME volume servers category for 2008.

Craig Brunsden, Chief Marketing Officer at Axiz saysthe company’s nomination as the top distributor in thisparticular category is due to its understanding of themarket and what it needs in terms of current technology.

“Axiz understands the HP brand and the variousserver solutions and is able to bring the HP value-add to our resellers by offering relevant stock with thetechnical and presales expertise, to ensure a smoothimplementation of a server solution – be it tower, rackor blade,” he comments.

The company achieves highest scores in contributionto profit margin, product knowledge and productavailability.

Brunsden says: “We’re delighted that our efforts in

this sector are recognised by our customers. We’vefocused intensely on our product knowledge, withdedicated support skills and tools to ensure our salesteam and resellers are equipped to compete. Productavailability is also a major area of improvement for us.We’ve also invested in systems and technology toimprove our product management, which has yieldedresults in the past year.”

However Axiz scores low in value-added services.Brunsden responds to this by affirming that that thecompany aims to improve this area. Although thecompany focused more on issues like availability andknowledge over the past year, it plans to expand its productrange and skills to take advantage of the opportunities.

“Our approach is purely channel focused, workingwith a clearly segmented but broad base of resellers andtailoring our plans to suit each customer segment. Forexample, an enterprise reseller may need our pre-salesskills to the same degree as an SME reseller, but theymay need more complicated roll out management,”explains Brunsden.

Regarding the company’s partner programme, Axiz’sLedibogo Partner Programme is currently focused ondeveloping BEE SME resellers and there are no imme-diate plans to change this.

“With general resellers we currently aim to improveour key contact points and use customer feedback to improve on areas important to them. These include access to our sales team, alternative ways ofinteracting with us, product knowledge and availability,”he says.

Axiz continues to assist in driving vendor certificationprogrammes and regular update sessions. The companyis geared towards continued improvement and willcontinue to focus on those partners who supportedthem in 2008.

By Kaunda Chama

Axiz also take SME volume servers.

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“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 enter-

prise reseller may need our pre-sales skills to the same

degree as an SME reseller, but they may need more compli-

cated roll out management.” – Craig Brunsden, Axiz

Serving the SME space

20082008

Craig Brunsden

SME Volume Servers(1 to 100): Axiz


Axiz

1.00

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1st

3.00

4.00

5.00

6.00

?????????

Champions of the channelOnce again CRN took time to gauge and publish which companies in the local space deserve recognition for their channel imita-tives, 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 companyproved 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.




Client & Server Processors: Intel

1st: AMD2nd: Intel3rd: VIA

AMD011 883 6502www.amd.com

AMD has come first in the Embedded PCs categoryof the CRN Channel Champions Awards 2008. ImiMosaheb, country general manager SA, says that AMDhas always been a leader in low-power solutions for theembedded segment.

“When we made our solutions available in 2008 weexperienced immediate customer adoption. IngramMicro, an AMD master distributor, has committed tosupporting and supplying these AMD solutions to thelocal market,” he comments.

The company achieved the highest score of 4.14 forProduct Quality; 4.03 for Technical Support orWarranty; and 3.97 for Channel Programme andSupport.

According to Mosaheb, since the launch of the com-pany’s eighth-generation processor family (K8) in 2002,it has continuously improved quality to meet world-class standards.

“The channel has pursued low- system price leverag-ing for most of our entry-level processors. As such, themargin models are not attractive for the reseller but the

gross profit margin is still better than the competitiveoffering. It is very common for the channel to discountAMD and AMD-based systems. If you compare thiswith other multinational brands, the strategy of provid-ing more value for the budget is pursued over a pricingdiscount strategy. This occurs worldwide and the localchannel has failed to recognise and leverage this marginand revenue opportunity,” he explains.

Mosaheb says that AMD partners and sales teams areconsistently briefed and trained through small groupsessions. The key success factors for stakeholders areimmediate action to the awareness of the products andtheir 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, themass acceptance of the brand through increased retailactivity,” he concludes.

By Dudu Shaba

WIN

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AMD a champion

Embedded PCs: AMD

20082008

20082008

1. Intel2. AMD

Intel 011 806 4530www.intel.co.za

Intel has won the Client and Server Processorscategory of the Channel Champion Awards 2008.

Jean Zorich, distribution business manager, Intel, saysthat Intel South Africa has placed major emphasis on thechannel and has worked hard to establish and maintain astrong presence in the market. “We value our customersand I think they realise this,” she comments.

The company achieved the highest score of 3.38 forTechnical Support; 3.31 for Product Quality; 3.25 forContribution to Margin and Product Quality; and 3.19for Channel Programme.

Zorich says over the past 40 years Intel has main-tained an exceptional level of product quality.

“Our manufacturing process is regarded as one of thebest in any industry and we will never compromise inthis area.

With regards to the company’s training initiatives andcommitment to resellers, Zorich says training and edu-

cation is a top priority for Intel. “It is important that ourchannel is comfortable with our roadmap and the newtechnologies we are continually launching. We offertraining to the channel in the form of our twice-a-yearIntel Channel Conferences.

“Technical training sessions are also held twice a yearin different places around the country. We have variousinternational training events which our resellers attendevery year. We also offer private training where we go toour customers and train their staff. Our website is filledwith training modules to keep you busy till infinity andbeyond,” she comments.

“Our channel will be equipped to deal in areas theyhave never been in before. This will allow for growthand hopefully good margins! We see convergencebetween CE, IT and the mobile space. In the past, thesewere very separate industries, we now see them as alarger playing field for us,” she concludes.

WIN

NE

R

Intel manufacturing processalways the best

By Dudu ShabaJean Zorich

Imi Mosaheb


System Builders Components: Gigabyte

1st – 3Com2nd – Cisco

3Com011 300 2300www.3com.com

For the second time in a row, 3Com has walked awaywith the number one seat in the enterprise wirelessproducts category with a whopping 4.28 score.

Cisco scoops second place with an overall score of3.40.

If you are wondering what keeps the company in thetop spot Tracy Lawler, Channel Manager, 3Com Africa,says that 3Com has an engine for continuing innovationin its China-based operation H3C. This brings itscustomers advanced technologies and also lower costswhich enable 3Com to deliver more for less.

With regards to the improvements that 3Com hasmade Lawler adds that 3Com products also benefit fromhuge research and development (R&D) resources thatare based in China.

“We have 2 500 engineers focused on R&D andinnovation and this is constantly reflected in our portfolio.3Com products use the latest silicon and other power-

saving innovations for greater energy efficiency. Theyoffer greater performance for less cost than thecompetition. We are also bringing new technologies tothe market such as IP video surveillance,” says Lawler.

3Com’s contribution to profit margin is at 4.30 andCisco comes in behind at 3.42.

Says Lawler: “It is our price and performance thatdistinguishes us from our competitors. Customers wantvalue and 3Com delivers value through a unique costmodel, which other vendors cannot match.”

In addition, 3com’s channel programme keeps thecompany going.

Its channel programme supports the channel in reach-ing enterprise and Government customers.

”Our growth is based on our commitment to being achannel-centric company that supports partners andacustomers with strong 3Com consulting and networkengineering skills,” concludes Lawler.

WIN

NE

RDid it again

20082008

1st – GIGABYTE2nd – Intel3rd – Kingston

Gigabyte011 203 100www.gigabyte.co.za

Gigabyte came first is the in the System BuilderComponents (Memory, CPU) category. With an overallscore of 3.92, and managed to lead the likes of Intel andKingston.

“Gigabyte offers quality products and services with itsUltra Durable range of motherboards and graphicscards. Rectron has in house repair centres for Gigabytemotherboards and graphics cards,” says Gigabyte‘sspokesperson Tony Chiang-Lin, components businessmanager, Rectron.

“Gigabyte also offers top-quality desktop and gamingchassis as well as the full Gigabyte Odin, Odin Pro andOdin GT power supply series. This gives our channelpartners a total quality solution to choose from,” addsChiang-Lin.

According to Chiang-Lin, Gigabyte leads the PCindustry with new quality and technical standards.

“This is most apparent with the introduction of solidcapacitors on Gigabyte Ultra Durable motherboards in2006. By 2007 almost every motherboard maker wasusing solid capacitors.

In 2007 Gigabyte introduced Japanese solid capaci-tors, low RDS (on) MOSFETs and Ferrite Core Chokeson its Ultra Durable 2 motherboards –now almost everymotherboard maker includes these components in itshigh-end models,” explains Chiang-Lin.

“Gigabyte will continue to innovate and drive perfor-mance and quality standards in all of its product lines.

“We are ready for the launch of the next generationIntel Core I7 CPUs with an extensive (and unequalled)range of X58 chipset motherboards. Our Ultra Durable3 and X58 chipset motherboards will be our majormarketing focus for the next two quarters,” concludesChiang-Lin.

WIN

NE

R

Moment of truth

2008200820082008

Enterprise Wireless Products: 3Com

By Stanley Chishala

By Dominic Khuzwayo

Tony Chiang-Lin

Tracey Lawler

3Com staying on the first seat.


1st – HPProCurve2nd – 3Com

011 785 1000www.procurve.com

HP ProCurve proves that it is a leader in the networkenvironment by taking top spot in this year’s CRNEnterprise Networking Hardware (LANs) category.

“HP ProCurve has been growing at a phenomenal rateover the past few years, in fact earlier this year we weregrowing almost four times the growth rate of thenetworking industry,” says Lorna Hardie, Business UnitManager, HP ProCurve SA.

“As a dynamic company our passion for growth andthe fact that we are the second largest enterprise net-working vendors, we constantly look for ways to addvalue to our customers,” adds Hardie.

Hardie explains that ProCurve’s business is based onfocus, innovation and service. It solutions are developedwith the customers’ current and future needs in mind.

HP ProCurve has an incredible best-in-class productand solution range to suit a broad spectrum of networkingrequirements for small and medium business (SMB)and corporate and enterprise customers.

“We provide an exceptionally aggressive return oninvestment value offering in the short and long term,which in the current economic climate, is extremely wellreceived across multiple markets,” says Hardie.

One of HP ProCurve’s recent successes is the acqui-sition of Colubris Networks, a US-based global providerof intelligent wireless networks for enterprises and ser-vice providers.

HP plans to integrate Colubris’ extensive product lineinto its ProCurve Networking product portfolio, whichwill expand HP ProCurve’s reach into vertical marketssuch as hospitality, transportation, healthcare, manufac-turing, service provider and education.

In addition Hardie says that channel remains an inte-gral part of HP and the HP ProCurve strategy and is anextension of its team. “We value them as our partnersand are constantly ensuring that their business objectivesare 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 acceleratingall the time.”

“We look at how we can assist organisations toremain competitive in the face of change. It is key forcompanies to avoid overspending by investing in thecorrect networking products, solutions and servicesfrom the start,” says Hardie.

By Dominic Khuzwayo

ProCurve proves why it grows.

Enterprise Networking Hardware(LANs & WANs): HP ProCurveW

INN

ER

“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.

Strongest Link

20082008

Lorna Hardie

Network Printers

HP Procurve 3Com

1.00

2.00

1st

2nd

3.00

4.00

5.00

6.00


1st- D-link 1st- Cisco 2nd- Netgear

D-Link012 665 2165 www.dlink.com

D-Link has won the SME Wireless Products categoryin the CRN Outlook Awards 2008, as voted by solutionproviders in the channel. The company scored 3.92votes out of a possible 6.00.

Tobie van Schalkwyk, D-Link country managerattributes this to affordability, quality and flexibility.

“D-Link offers a vast range of wireless products thatare easy to configure and affordable to all. Add a dedi-cated team and distribution partners to the equation andyou have a winning recipe,” he remarks.

The company achieved a highest score of 4.13 forproduct quality, 4.00 for technical support, 3.83 forchannel programme and support, and 3.74 forcontribution to profit margin.

Van Schalkwyk says that this is due to the company’sattention to detail.

With regard to contribution to profit margins, hecomments that D-Link is very competitively priced.

“The low score for contribution to margin comes as asurprise. D-Link is always looking at new ways tointroduce technology at an affordable price to all – henceour slogan “Building Networks for People”,” he says.

According to VanSchalkwyk, channel focus has always been one of thecompany’s main priorities.

“We also have a unique Test Drive Programme inplace offering resellers the opportunity to put our prod-ucts to the test before purchasing. The Test Drive cam-paign includes a free assessment of the end-user’s net-work and installation training to the reseller. For usingthe Test Drive campaign resellers are rewarded with PlusPoints,” he explains.

With regard to the company’s training initiatives andcommitment to resellers, Van Schalkwyk says that D-Link is hosting D-Link Certified Engineer (DCE) train-ing sessions as well as specialised workshops all over SAon a regular basis. He highlights that the DCE coursewill be replaced in 2009 with D-Link Certified Specialistand D-Link Certified Professional courses as part of aglobal initiative.

“In 2009 we will continue to focus on our channelpartners making sure the service and products we sup-ply to the market are the best offerings available,” VanSchalkwyk concludes.

By Dudu Shaba

WIN

NE

R

D-Link excels

20082008

20082008

1st – Netgear2nd – Cisco3rd – 3Com

Netgear011 351 9800www.netgear.com

Success is simply a matter of luck; ask any failure, thisis according to a famous quote by Earl Wilson.

In the CRN Channel Champions awards luck doesn’tcome into it but success makes you a winner.

Netgear is proof of that – as it is the winner of theSME Networking Hardware (LANs &WAN) category.

Netgear’s score of 3.89 just pipped Cisco to the post– Cisco scored 3.75. “Netgear has performed excep-tionally well in the local market with substantial year-on-year growth. Netgear’s success results in increasedbrand awareness and market penetration for the prod-uct range, which is available nationwide through itsexclusive distributor, Duxbury Networking,” saysGraham Duxbury, CEO Duxbury Networking.

“Netgear is encouraged by the fact that the small tomedium sized enterprise (SME) market in SA is verysupportive of the range, which offers suitable solutionsfor most companies in a variety of different commercialand industrial sectors,” adds Duxbury.

Netgear believes that this support is forthcomingbecause of its dedicated focus on R&D. As a result itbrings products that meet the growing networking needsof SMEs and with Netgear ‘big company’ features areavailable at affordable prices.

“Netgear is constantly upgrading its products in linewith its R&D. New firmware upgrades are frequent,which allow users to benefit from cutting edge technolo-gies and trends. Most significantly, Netgear has intro-duced new wireless networking product offerings target-ed at SMEs that increasingly rely on web 2.0 and emailapplications to conduct their business,” say Duxbury.

“Netgear continues to develop products aimed specif-ically at the SME market with a firm focus on trainingand support for its channel partners, under the DuxburyNetworking banner.”

“We are committed to bringing affordable securitysolutions to the market and we continually improve ourexisting product range,” he adds.

WIN

NE

R

Success pays upBy Dominic Khuzwayo

Graham Duxbury

Tobie van Schalkwyk

SME Networking Hardware (LANS & WANS): Netgear

SME Wireless Products: D-Link


VoIP: Cisco

1st – Cisco

Cisco012 663 5831www.cisco.com

Cisco comfortably won the VoIP category in theChannel Champions’ awards this year. Cisco was votednumber 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 markettransitions faster than its competitors, but it is able tohelp its customers to anticipate and plan for those transi-tions and meet their overall business goals,” adds Pillay.

She explains: “Cisco has long been recognised as apioneer in using the Internet and its own network toimprove its business practices. Each year, Cisco intro-duces new applications/technologies, enhances existingones and increases adoption of technologies to improveits own operational efficiencies.”

According to Pillay, Cisco sells more than 80 per centof its technology solutions through the channel. “We arecommitted to providing partners with the necessarytraining, incentives and tools to grow their businessesand serve customers across all industries.

“Together with our partners we are leading the cre-ation of the next generation channel strategy, theCollaborative Channel. Even in this challenging macro-economic environment collaboration is rapidly becominga business imperative and needs to be a mutual priority.

“We are building collaboration into every element ofour channel strategy to enable innovation and differentia-tion,” she says.

Going forward, Pillay mentions that Cisco will look toworking closely with channel partners to capitalise on theglobalisation of business and the growth of multinationalbusinesses worldwide.

“Also, Cisco will execute a global strategic initiative toempower small businesses with networked products,services and support,” concludes Pillay.

WIN

NE

R

Are you ready!2008200820082008

By Dominic Khuzwayo

Prabashni Pillay

VoIP

Cisco

1.00

2.00

1st

3.00

4.00

5.00

6.00

Cisco shakes the stage.

“Cisco will execute a glob-

al strategic initiative to

empower small businesses

with networked products,

services and support.” –

Prabashni Pillay, Cisco SA


1st – ZebraTechnologies

011 201 7712www.zebra.com

This year’s barcode printers and accessories categorywent to Zebra Technologies one of the leading globalproviders of barcode printing solutions and is represent-ed in over 90 countries.

The company has had a local presence since 2005and says it has the ability to offer the necessary toolswith respect to technical, sales and marketing require-ments to its channel partners.

“In addition to the quality of our products, it isimportant for us to have representation from a local per-spective to effectively support our distributors, partnersand end customers,” says Janine Mc Ewan, regionalmanager Zebra Technologies South Africa.

The company achieved its highest scores in technicalsupport and warranty, product quality and channel pro-gram; she comments: “Zebra solutions are used by morethan 90 percent of Fortune 500 and global 2000 com-panies to improve business processes, increase produc-tivity, and strengthen security. Over six million Zebraprinters have been sold worldwide.

“Our PartnersFirst Programme implemented in 2006,is a suite of programmes tailored to help our partnersenhance the end-value of Zebra products and increasecustomer satisfaction.

“With this model in place, we were able to provide aframework for business growth and provide our partnerswith on-hand access to marketing, training and technicaltools, creating top of mind awareness,” says Mc Ewan.

Incorporated in the PartnersFirst model, Zebra pro-vides local technical training courses and tools thatenable its partners to provide a value add solution offer-ing, complimentary to its product or service offerings.

“At Zebra Technologies, we believe that successcomes from creating opportunities. And the best way tocreate opportunities is to establish dynamic partnershipswith organisations whose products, services, resources,skills, and/or expertise complements our business,” shecomments.

She adds that currently the company sees a numberof projects that its partners our involved with, who offerthe required value add which in turn enables partners tomaintain healthy margins.

“Where project purchases are viewed more as a com-modity purchase, purchasing behavior differs wherebybenchmark pricing is requested. These types of purchas-ing patterns can create strong competitor influence andin some cases, create unnecessary margin pressure.

“Zebra consistently supports our partners by provid-

ing our PartnersFirst members with access to specialisedresources that include numerous tools, introducing part-ners to our brand, products, markets, applications andwhat makes Zebra unique,” explains Mc Ewan.

As Zebra only supports an indirect Sales model, it isable to achieve a very loyal and dedicated channel.Zebra is continuously looking to improve on servicesoffered to channel partners such as our PartnersFirstchannel programme, as a primary supporting tool toachieve desired results.

“PartnersFirst is tailored to meet local market needsand conditions. The programme will continue to bedeveloped in response to changing market requirements.

“Sub-tracks within our PartnersFirst channel pro-gramme, recognise channel partners with specialistexpertise, knowledge and/or training. Current sub-tracks are RFID Specialist Partners, Kiosk SpecialistPartners, Supplies Specialist Partners, Zebra AuthorisedService Providers (ZASP), and Independent ZebraAuthorised Service Partners (IZASP),” she explains.

Mc Ewan notes that an example of further develop-ment to Zebra’s channel programme, are the incorpora-tion of its two newly released sub tracks, namely Kioskand Cards.

“Due to the recent acquisition of Swecoin, the Kioskand Ticket printer manufacturer, we have added a newsub track to support newly acquired partners, as well asproviding our continued support to existing partnersspecialising in these products. With the recent integra-tion of the Zebra Cards division incorporated in theBarcode division, we have now implemented Card subtracks; amongst others to provide a clear discount andcertification model for our Card partners,” she explains.

On the training side, included in its PartnersFirstchannel program, the Zebra Authorised Service Provider(ZASP) program sub-track aims to build and maintain aglobal network of Zebra resellers who have demonstrat-ed a commitment to providing quality service and sup-port for all Zebra products. ZASPs are endorsed andpromoted by Zebra for providing field service repair.

Looking ahead, Zebra aims to provide continuedcommitment to its channel, including further develop-ment by providing best of breed solutions to furthersupport its partners.

“Ours strategy is to listen to our partners and contin-ue to implement processes to increase our service offer-ings and meet the users requirements to optimum satis-faction,” she concludes.

By Kaunda Chama

Zebra leads the barcode category.

WIN

NE

R

Looking ahead, Zebra aims to provide continued

commitment to its channel, including further devel-

opment by providing best of breed solutions to fur-

ther support its partners.

Well coded

20082008

Barcode Printers: Zebra


1st Epson011 201 7741www.epson.co.za

Epson has been voted best in the CRN 2008 OutlookAwards’ Impact Printers category by solution providers.The company achieved an overall score of 3.50 out of apossible 6.00.

Albert Fayard, GM, Epson SA says Epson has wonthis category because it is leading in this market, and fewmanufacturers are still producing these printers.

“Epson has strengthened its market share in this seg-ment and still does R&D on impact printers and strivesto improve the technology,” he comments.

The company achieved its highest score of 4.00 forProduct Quality with 3.41 for Channel Programme andSupport; 3.35 for Contribution to Profit Margin; and3.24 for Technical Support.

Fayard emphasises that the quality of all Epson’s prod-ucts has always been of the highest standard.

“Epson prides itself on producing products that aredurable and can handle the tough working environmentsthey 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 operatingafter years of service,” he says.

The company’s lowest score was in the TechnicalSupport category.

“Technical support is and will always be a subjectivecategory. It all depends on a customer’s experience whenthey require technical support,” Fayard comments.

Fayard says the company offers technical training forresellers through its technical partner company Partserve.He says any product training required by resellers isarranged with the respective account manager fromEpson’s offices.

He adds that Epson also offers product training ses-sions on new products from time to time, which are han-dled by the company’s overseas product managers.

“We will be launching a new range of products thatwill be less expensive but high on features. We will beentering the high-volume label printing market in 2009which will broaden our product offering for our prospec-tive customers,” Fayard concludes.

WIN

NE

REpson maintains

highest standard

20082008

1st – Epson2nd – Canon3rd – HP

011 201 7741www.epson.co.za

Epson is the winner of the CRN 2008 ChannelChampions in the consumables category with an overallscore of 3.57.

Albert Fayard, General Manager, Epson SA says Epsonis a progressive company, trusted throughout the worldbecause of its commitment to customer satisfaction, envi-ronmental conservation, individuality and teamwork.

“Epson is confident of its collective skills and meetschallenges 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 programmehas significant impact on and contributes greatly towardsthe company’s overall growth in southern Africa.

Epson currently has 199 channel partners throughoutsouthern Africa, comprised of ‘Gold’, ‘Silver’ and

‘Bronze’ partners that are grouped according to revenuetargets set by Epson.

“The company’s partners have helped to grow ourrevenue by R280 million in 2007; increasing hardwaresales by 17 percent to 80 000 units; and supplies sales by4 percent, from 550 000 to 580 000 units.”

Fayard cites some of the challenges they face, such asthe use of cartridges and inks that are not as carefullydesigned for use in specific Epson printers, which resultin 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 possibleprice and the second conducts a needs analysis with eachcustomer to supply the correct printer for that customer’sneeds. The second type of reseller does not necessarily sug-gest the most affordable printer and usually generatesrepeat business to ultimately ‘win’ in this environment.

“Epson’s core technologies uplift our everyday livesand change the way we communicate and go about ourbusiness,” says Fayard.

WIN

NE

R

One winner

2008200820082008

By Dudu Shaba

By Stanley Chishala

Albert Fayard

Albert Fayard

Consumables: Epson

Impact Printers: Epson


1st – LG

LG Electronics011 571 6700www.lge.com

Unlike 2007 where there were two winners, this yearLG proved that some things are not for sharing by win-ning in the Peripherals (Display Panels) category withan overall score of 3.64.

Tony dos Santos, divisional manager, LG ConsumerSales says, “LG is an innovator as well as a major playerin the global flat-panel display market.

“LG is a global leader and technology innovator in

consumer electronics, mobile communications andhome appliances, employing more than 82 000 peopleworking in over 110 operations, including 81 sub-sidiaries around the world.

“LG’s products feature unique technological advance-ments. For example; LG’s intelligent sensor technologyincorporated in the Scarlet LG60 TV consumes up to69.5 per cent less power. This is the same technologythat helps other LG LCD TVs achieve their energy effi-ciency 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 toinclude more full HD models as well as a differentiatedcosmetic appeal. “Our new 42 LG80 has moving speak-ers as well as surround sound. This feature is one ofLG’s unique selling points,” he says.

According to Dos Santos, one of LG’s highlights of2008 was the launch of Scarlet, one of the world’sslimmest LCD TVs at just 45mm.

“It is LG’s flagship LCD TV for 2008, giving viewersthe ability to calibrate the image precisely and automati-cally adjust brightness according to ambient light, creat-ing an optimal viewing experience,” adds Dos Santos.

Going forward Dos Santos says, “LG’s goal is tobecome one of the top three global players in consumerelectronics by 2010. We are taking a proactive approachto energy and environmental issues, and are working toenhance our expertise and capabilities in these areas.”

By Stanley Chishala

LG best player.

WIN

NE

R

“LG is an innovator as well as a major

player in the global flat-panel display

market.” – Tony dos Santos, LG

Electronics SA.

Dominating thegame wins

20082008

Tony dos Santos, LG

Display Panels: LG

Display Panels

LG

1.00

2.00

1st

3.00

4.00

5.00

6.00


1st – HP 011 785 1000www.hp.co.za

HP has been voted best in the Large Format Printerscategory of the CRN Channel Champions Awards 2008.Thibault Dousson, channel manager, HP, says thecompany has adopted a focused channel approach tothe sales and service of these products. “Part of thefocused channel approach is to provide extensive train-ing from a sales perspective but it also includes beingcapable of servicing and repairing the products,” he says.

The company achieved its highest score of 3.55 forProduct Quality; 3.18 for Contribution to Profit Margin;2.91 for Channel Programme and Support; and 2.73for Technical Support. Dousson says that the largeformat printer environment is very specialised and alsovery competitive.

“By definition, customers that acquire large formatprinters are professionals such as architects, professionalphotographers and CAD/CAM users. These professionsrequire precision. Clearly, these professionals have

identified HP large format printers as being synonymouswith quality,” he comments.

On the lowest score achieved, he says HP is encour-aging its resellers to carry out repairs themselves therebybecoming independent.

“This strategy also allows resellers to own the cus-tomer because they not only own the solution and thesupply chain but also the service and repairs of theproduct. This is taking some time to implement but HPis seeing the benefits of this programme,” he comments.

With regard to the company’s training initiatives,Dousson says HP constantly solicits feedback from itsresellers to ensure it keeps in touch with what is impor-tant to them.

“We strive to bring the best learning experience toour resellers by providing them with relevant training atthe right time through the right medium in order tomatch the right skills to their business needs. Our goalis to enable our resellers to sell with confidence and suc-cess without compromising quality of product or ser-vice. Evidence of our approach is in the variety of train-ing offerings and methods we make available to ourreseller channel. Further, HP resellers that are trainedand certified are rewarded by HP for their investment,”he says.

Looking ahead, Dousson says HP is upgrading andexpanding its Preferred Partner Programme to include anew Gold level.

“The Gold level extends the added-value propositionof HP’s Preferred Partner Programme by rewarding andprotecting resellers who seek the uppermost level of HPinvestment and commitment to the best total customerexperience. HP Gold Preferred Partners tend to fit into one of two categories; those seeking growththrough specialisation and those who are very large HPpartners,” he concludes.

By Dudu Shaba

Ensuring that customers get the right advice and solutions.

WIN

NE

R

“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

20082008

Large Format Printers: HP


HP

1.00

2.00

1st

3.00

4.00

5.00

6.00


1st – HP011 785 1000 www.hp.com

HP has been voted as best in the Network printersCategory for the CRN Channel Champions Awards2008. Thibault Dousson, channel manager, HP, saysthat most HP printers are available with the networkcapability as an option.

“Likewise, duplex, stacker and wireless options are alsoavailable. However the differentiator is the ease of imple-mentation. This is done through simple processes whichinclude the implementation of universal drivers, manage-ment of devices and performance monitoring of thedevices.

As the customer requirements for networking becomepervasive, the fact that printers must be easy to network isnot an option, it’s a necessity,” he comments.

The company has achieved the highest score of 4.06on product quality, 3.94 on channel programme andsupport, 3.88 on contribution to profit margin and 3.06on technical support. Dousson says that the cost perpage, print quality, TCO and reliability are some of theconsiderations that customers look at when making adecision on their products.

On the lowest score achieved, Dousson says that thenewly Authorised Service Partner Program enables spe-cialists to benefit from HP’s high-quality expertise, toensure they have the necessary information to providethe highest levels of both pre- and post- sales services tomeet customer needs.

With regards to the company’s training initiatives forresellers, Dousson says that HP constantly solicits feed-back from resellers to ensure they are in touch withwhat is important to them.

Looking ahead, Dousson says that HP is upgradingand expanding its Preferred Partner Programme toinclude a new Gold level.

“The Gold level extends the added value propositionof HP’s Preferred Partner Programme by rewarding andprotecting resellers who seek the uppermost level of HPinvestment and commitment to the best total customerexperience. HP Gold Preferred Partners tend to fit intoone of two categories, those seeking growth throughspecialisation and those who are very large HPpartners,” he concludes.

By Dudu Shaba

WIN

NE

R

Network printers a necessity

20082008

20082008

1st – Canon2nd – HP3rd – Lexmark

Canon011 265 4900www.canon.co.za

For the first time, Canon topples last year’s winnersLexmark off the top to snatch first prize in theMultifunctional Printers (MFPs) category.

Canon’s overall score of 3.89 sealed the deal and HPcomes close second with 3.34. Lexmark made a slide tothird place with a disappointing 2.60.

Says Michelle Janse van Vuuren, General Manager,Marketing, Canon SA: “Our secret is to strive to meet mar-ket position requirements, which are set by Canon Europe.”

Janse van Vuuren confirms that Canon’s success isdown to its commitment to research and development(R&D). Also its innovative products help it to weathereconomic storms and make the most of prosperoustimes.

According to Janse van Vuuren one of the highlightsthis year was its four road shows that were held acrossthe country.

“The road shows were bolstered by our products.

In addition, Photokina recently provided the idealopportunity to take 12 partners to the foremost Canonexhibition in photo video innovation.”

“We continue to launch innovative products that arefocussed on various segments of the market – fromentry-level to professional users. We’ve also recentlymade a number of groundbreaking photo videoannouncements,” says Janse van Vuuren.

“As our competitors and product range increase sodoes the marketplace and we are all competing for thesame shelf space,” adds Janse van Vuuren.

She adds that Canon has no global or countrywidechannel programme. “We choose to deal directly withour partners and negotiate with them individually tomeet their specific requirements.”

“We will continue to uphold our reputation as a con-stant and loyal vendor partner to the South Africanchannel,” she concludes.

WIN

NE

R

New ChampionsBy Stanley Chishala

Michelle Janse van Vuuren

Multifunctional Printers: Canon

Network Printers: HP

The differentiator is the ease of implementation.


1st – APC

011 465 5414www.apc.com

Once again APC by Schneider Electric takes the UPSesand Data Centre Management Products category.

“APC by Schneider is the leading company worldwidein providing infrastructure solutions to meet the chang-ing current day Data Centre needs.

“The driver for change has been the Blade servertechnology, coupled with consolidation andVirtualisation. The Legacy way of building data centresdoes not meet current day needs and APC by Schneideris the first company to recognise this problem. It devel-ops innovative holistic solutions to address the prob-lems,” says Neill Schreiber, the company’s spokesperson.

The company achieves the highest scores in technicalsupport and warranty, product quality and channelprogramme.

Larger UPS units and solutions are backed up byAPC’s own service teams that are located in all majorcities. “The channel therefore can sell our products andsolutions knowing they have full support and access toour 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 develop-ment funds and lead generation.

“Resellers are encouraged to step up their level ofaccreditation with APC, by Schneider Electric, so thatthey are able to receive these funds. Another benefitincludes our Opportunity Registration Programme,which is a discount structure for partners who registertheir larger opportunities with APC first.”

This programme offers up to 6% additional discountand partners are encouraged to get accreditation levelsthat include Authorised, Silver or Gold. APC continu-ously looks at new products to sell in Africa such as BackUPS RS, which are competitively priced.

In addition Silver and Gold Partners benefit from theAPC Opportunity Registration Programme that rewardssilver and gold partners by protecting them on presaledesigns and consulting investments for generatingincremental deals for APC Solutions.

APC is focused on the continuation of the training and empowerment initiatives that were startedthis year.

WIN

NE

RKeeping things running

20082008

1st –Symbol/Motorola

Motorola011 800 7800www.motorola.com

Symbol Technologies which has now been bought byMotorola won the channel champions awards in thePoint of Sale category. With some of the Symbolproducts still in the market, it was not a surprise to seethem coming first with an overall score of 3.09.

The Symbol products used to have a Motorola logo butnow all has change as the products comes only in Motorolabrand. Mark Kelly, country manger, Motorola says,Motorola provides a range of retail solutions designed totransform the consumer experience, improve sales associat-ed productivity and maximise supply chain efficiency.

Kelly points that, sometimes the only interaction shop-pers 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 shoppingexperience: Sales associate VOIP communication devicesfor in-store and store to store communications willbecome common. Micro Information Kiosks for cus-

tomer facing application for price look ups, productinformation and in store helpdesk; portable personalshopping for self scanning, self check out and gift reg-istry will result in solution providers providing a morecomplete solution.

According to Kelly, POS is improving business,“Stock visibility across stores, product on shelve andinformation at your fingertips. And shop assistants beingmore informed and gathering shopper habits.”

And recently Motorola‘s Enterprise Mobility businesslaunched two new mobility devices, the CA50 andMC75. The CA50 is intended for ‘indoor’ use, while therugged MC75 is ideal for field work, incorporating arange of features including GPS.

And looking at the future of Point of Sale Kelly says:“No out of stock situations will occur with automatedreplenishment and minimal queues due to properreporting.”

WIN

NE

R

Symbol Moto wins

2008200820082008

By Kaunda Chama

By Dominic Khuzwayo

Mark Kelly

POS Solutions: Symbol

UPSes & Data management Products: APC


1st Symantec011 8044670www.symantec.co.za

Symantec has been voted as best in the Client Security Software category for the CRN ChannelChampions Awards 2008. Mark Smissen, commercialmanager, Africa, says that the company has successfully re-defined the endpoint security market by offering revolution-ary technology that is capable of meeting all the require-ments of an ever changing security threat landscape.

The company has achieved the highest score of 2.76on technical support, 2. 64 on channel programme and2.45 on both contribution to profit margin and productquality categories.

“Symantec has not settled for cobbling together outdated technology to address the new threat protectionneeds, instead our investment in research and develop-ment has created a technology platform that is yearsahead of the competition. This trend will continueunabated into next year,” he comments.

The lowest score was in the contribution to profitmargin category, Smissen, believes that as more

Symantec partners qualify for the aggressive rebates onoffer, the profitability of Symantec products is soaring.

“As stated at the annual Symantec Partner Summit,there is almost R200m in extra profit” available to thechannel,” he comments.

Smissen says that Symantec enhances the competen-cies of partners, strengthen their go-to-market offeringsand rewards the channel directly for its success. Headds that the Symantec Partner Programme offersprestige, annuity revenue streams while maintaining a careful balance by rewarding effort, initiative andcompetency

In addition to that, he says that Symantec haslaunched the Partner University aimed at providing thehands on skill necessary to implement, upgrade, trou-bleshoot and support Symantec technology.

Looking ahead, Smissen says that the company willbe delivering on the promise of further integration andadvances in product quality.

By Dudu Shaba

WIN

NE

R

Symantec remains firm

20082008

20082008

1st – Symantec

011 804 4670www.symantec.co.za

Symantec has been voted as best in the NetworkSecurity Hardware Category for the CRN ChannelChampions Awards 2008. Mark Smissen says that this is as a result of innovation coupled with channelpartners who are driven to succeed.

The company has achieved the highest score of 2.64in both technical support and channel programme andsupport programme and a score of 2.45 for both thecontribution to profit margin and product qualitycategories.

Smissen states that the Symantec Partner Programmemanagement is a dedicated function within Symantecthat benefits all, he says that skills development ishandled at a central point in Symantec for the channel.

“Symantec has expanded its technical supportofferings, most notably the successful debut of ourBusiness Critical Support which offers dedicatedtechnical account management and pro-activeenvironmental reviews.

As more Symantec partners qualify for the aggressiverebates on offer, the profitability of Symantec productswill soar. As stated at the annual Symantec PartnerSummit, there is almost R200m in extra profit availableto the channel,” he comments.

Smissen says that Symantec enhances the competen-cies of partners, strengthens their go-to-market offeringsand rewards the channel directly for its success. He addsthat the Symantec Partner Programme offers prestige,annuity revenue streams while maintaining a carefulbalance by rewarding effort, initiative and competency.

With regards to the company’s training initiatives, hesays that Symantec has launched the Partner Universityaimed at providing the hands on skill necessary toimplement, upgrade, troubleshoot and supportSymantec technology.

Looking ahead, Smissen says that Symantec will bedelivering on the promise of further integration andadvances in product quality.

WIN

NE

R

Symantec first in Network SecurityBy Dudu Shaba

Networking Security Hardware: Symantec

Client Security Software: Symantec

Symantec shines in Client Security Software.

1st – SoftlineAccpac011 803 7327www.accpac.co.za

Softline Accpac has been voted as best in the CRMcategory for the CRN Channel Champions Awards 2008by the solution providers in the channel.

Jacqui Scorgie, Channel Marketing Manager, SoftlineACCPAC says that the strength of functionality andquality of Accpac CRM, which is unrivalled in the mid-market ERP space, has undoubtedly achieved it theaccolade.

She adds that the sales and technical support that thecompany has provided to the channel has also con-tributed to the number one position.

The company has achieved the highest score of 3.71, inthe Technical Support category, 3.65 on Product Quality,and 3.59 in Channel program andsupport and 3.47 incontribution to profit margin.

On the low profit margin rating, she says that AccpacCRM forms a part of the entire Accpac ERP offering and

is often one piece of the overall solution pie. Thus, itscontribution to the channel’s overall Profit Margin maybe 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 ofWeb-based training, taking into account the daily timeconstraints on channel partners, who are mostly withclients during the day.

For 2009 she says that a new channel initiative fortheir 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 SouthAfrica, in the areas of travel, leisure and entertainment,health and wellness, home and décor and more,” she concludes.

WIN

NE

R

2008200820082008

By Dudu Shaba

Jacqui Scorgie

CRM: Softline Accpac

Accpac CRM solutionremains a valuable tool


1st Oracle011 319 4000www.oracle.com

Oracle has been voted as best in the Database andContent Management Software Category for the CRNChannel Champions Awards 2008. Ike Ngwena, OracleChannel and Alliances Director, says that Oracleproducts and industry solutions are recognised by severalindependent research companies as market leading. Hesays that Oracle Database is recognised as the numberone Database product in the world and Oracle FusionMiddleware is a Leader in areas such as EnterprisePortal, Application Server and Enterprise PerformanceManagement.

In addition to that, he says Oracle Partner Network(OPN) is globally recognised as one of the world’s lead-

ing partner programmes. The company has achieved thehighest score of 3.40 in Product Quality, 3.27 in bothChannel Programme and Support and TechnicalSupport and 3, 07 in Contribution to Profit Margin,

Ngwena says that Oracle’s product leadership,product strategy commitment to completed, integratedand open solutions and on-going R&D investmentcontinue to keep its products ahead of the curve and attract partners to the OPN.

“Simultaneously, programmes such as OracleAccelerate and the Oracle Remarketer Programme willcontinue to make it easier for partners to engage withthe company and identify new opportunities to driverevenues. There has never been a better time to be partof the 20,000-strong global Oracle Partner Network,”he says.

With regards to the company’s training initiatives forresellers, Ngwena says that in the past financial yearOracle has delivered more than 79,000 instructor ledtraining days and more than 37,000 online trainingcourses to its partners across Europe, Middle East andAfrica on current and acquired product sets.

Looking ahead, Ngwena says that Oracle is alwaysfocused on increasing the level of partner participationand presence in its marketing and business developmentactivities with clearly defined success metrics.

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

By Stanley Chishala

WIN

NE

R

“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.”

Oracle is highly reliable

20082008

Ike Ngwena

Databases & Content Management Software: Oracle

Databases & Content Management Software

Oracle

1.00

2.00

1st

3.00

4.00

5.00

6.00


1 st – Microsoft2 nd – Novell3 rd – Red Hat

Winner: 1. Microsoft 086 022 5567www.microsoft.com

Microsoft has been voted as best in the OperatingSystems Category for the CRN Channel ChampionsAwards 2008. Colette Damant Partner Strategy andProgrammes Group Manager, Microsoft SA.attributesthis to the company’s technical enablement and co-marketing programs that delivers value to theirpartner ecosystem.

The company has achieved the highest score of 4. 33in technical support, 4.17 in both contribution to profitmargins and product quality and 3. 75 in channel pro-gramme and support. Damant says that Microsoft isare continually working to enable its partners to betterdeliver the solutions and services that the marketplacedemands.

With regards to the company’s training initiatives,Damant says that one of the cornerstones of its partnerprogramme is helping their partners to expand theirskills base.

Partner Skills Plus is the gateway to exclusive certifica-tion offers. Partners can save on practice tests and exams

to help grow their expertise and fulfill certificationrequirements. They can also gain access to Microsoftdeveloper tools, operating systems, servers and produc-tivity applications, including the latest evaluation andbeta software,” he says.

Microsoft’s Partner Programs Vision is that any onepartner of any type can, by partnering with Microsoft,extend their market reach, reduce costs, increase prof-itability, and potential.

It’s easier to work with Microsoft today than everbefore, and our technical enablement and co-marketingprograms are delivering unparalleled value to our Partners.

“We will always evolve to remain relevant. We’ve made modifications to the Microsoft Partner Programmesince 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.

WIN

NE

RMicrosoft takes the award

20082008

1 st – SAP011 235 6000www.sap.com

SAP has been voted as best in the Systems andEnterprise Business Applications category in this year’sawards. Hildburg Hofer, SAP channel director, SMEAfrica, says that SAP has been nominated in this categorybecause of the product portfolio that allows delivering highquality projects within the large enterprise space down tothe lower SME space.

The company has achieved the highest score of 4.00in contribution to profit margin, 3.64 in product qualityand technical support, and 3.73 in channel programme and support.

Hofer says that SAP has a partner program that isunique in rewarding not only sales transactions but alsofor capacity-building activities such as training and cus-tomer satisfaction.

Our strategy is based on a targeted number of select

partners who provide exceptional value-added solutionsin the markets we need to address. That means deliver-ing high value in their SAP solutions, and in customersatisfaction – especially for midsize companies that haveunique demands for customisation and for SAP solu-tions,” Hofer says.

With regards to the company’s training initiatives andcommitment for resellers in the channel, Hofer says thatSAP is focusing on building a high quality channel thepartner program is specifically geared for enablement ofthe partners. Looking ahead, Hofer says that SAP wantsto 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 ofmany thousands of SME companies, thereby achievingboth their and our business goals,” he concludes.

WIN

NE

R

SAP bridges the gap

2008200820082008

By Dudu Shaba

By Dudu Shaba

Colette Damant

Enterprise Business Applications: SAP

Operating Systems: Microsoft

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


Systems & Network management software: Microsoft

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

Microsoft has been voted best in the Systemsand Network Management Software category of theCRN Channel Champions Awards 2008.

Colette Damant, Partner Strategy and ProgrammesGroup manager, Microsoft SA says the company hasbeen in the management business for more than adecade and has market-leading products for Windowsinfrastructures.

The company achieved its highest score of 3.90 forChannel Programme and Support, and Product Quality;3.70 for Technical Support; and 3.40 for Contributionto Profit Margin.

Damant says that Microsoft needs to do a better jobof telling its partners how to take advantage of the mar-ket opportunities created by its technologies.

“Our partners can learn what factors influence busi-ness performance and how they can improve theirswhen they take the Microsoft Partner ProfitabilityAssessment, one of many Microsoft Partner Programmeresources that can help partners to grow their business,”she says.

With regard to the company’s training initiatives andcommitment to resellers, Damant says one of the cor-

nerstones of its part-ner programme ishelping partners to expand their skills base. “Through the Partner Learning Centre, partners cangrow their expertise to help them capitalise on newmarket opportunities. They can choose from hundredsof marketing, sales and technical training offerings at no charge.

Partner Skills Plus is the gateway to exclusive certifi-cation offers. Partners can save on practice tests andexams to help grow their expertise and fulfil certificationrequirements. They can also access Microsoft developertools, operating systems, servers and productivity appli-cations, including the latest evaluation and beta soft-ware,” she says.

“We will always evolve to remain relevant. We’vemade modifications to the Microsoft PartnerProgramme since its inception to streamline processesand add new resources. It’s vital that the programmeremains relevant and effective for our partners. The evo-lution is based on partner feedback and industrychanges, with the goal of promoting partner businessgrowth,” Damant concludes.

By Dudu Shaba

WIN

NE

R

Microsoft is the only choice

20082008

20082008

1st – SoftlinePastel

Softline Pastel011 304 3600www.pastel.co.za

Softline Pastel has been voted as best in the SMEBusiness Applications category for the CRN ChannelChampions Awards 2008. Daryl Blundel, SalesDirector, Softline Pastel, says that its approach hasalways been to keep things simple.

“We are in a very fortunate position in that we devel-op our own products and our software developmentteams are based in South Africa, unlike our competitorswe are not subjected to lengthy delays nor do we have towait or struggle to influence development teams basedin other countries who tend to place little emphasis onthe needs of the African market,” he says.

The company has achieved the highest score of 4.75in the technical Support category, 4.69 in product quality,4.58 in channel programme and support and 4.44 incontribution to profit margin.

Blundel says that the company has made huge invest-ments in the state-of-the-art call centre technologies tomanage the call logging process as well as a continuous

real-time monitoring and report management system pro-viding stats about the number of calls logged, time toanswer and duration of calls as well as recording of all calls.

Pastel now operates in 52 countries with an eighty-five percent market share in the SME space in SouthAfrica, Namibia, Zimbabwe and Zambia. We continuallyinvest in new markets.

With regards to the company’s training initiatives,Blundel says that the company’s ongoing success isdependent on the skills it has in its channel.

Looking ahead, Blundel says in 2009, Pastel willcontinue to invest in R&D.

“We will increase our focus on skills development inschools and SME entrepreneur programs. We plan ongrowing our coverage by leveraging partner relation-ships into growth territories. We will also look be morevertically aligned while developing a community of soft-ware developers who build specific applications forindustry verticals,” he concludes.

WIN

NE

R

Softline Pastel keeps things simple By Dudu Shaba

?????????Colette Damant

SME Business Applications: Softline Pastel


1st – IBM

011 302 9111www.ibm.co.za

IBM’s Rational product is well known for its enterprisestrength end-to-end solutions in the software develop-ment space, which is why the company takes top spot inthe development tools software category this year.

“We have strengthened this position with some recentacquisitions in the build and deploy space with BuildForge as well as the security testing for web applicationsarena with the Watchfire tools.

“Our most recent acquisition of Telelogic furtherexpands our lead in the systems and embeddedapplications space.

This is the third year we have been nominated as thebest in this category, which clearly shows that we aredelivering products to the market that are solving thecustomer’s burning issues,” Ravi Bhat, Business UnitExecutive South Africa, IBM Software Group.

He adds that with the various incentive programmes,IBM encourages the channel to add value to the sales ofits tools, and in doing so earning additional margin andservices revenue.

“From a product quality and support point of view,

IBM invests significant time and money into the develop-ment of our products and when we go to market witheither a new product or a new release of an existingproduct, we make sure that the product lives up to ourhigh standards.

IBM gets its lowest score in technical support andwarranty, and Bhat comments that complex technicalsupport issues are dealt with jointly by channel partnersand an international IBM support team.

Meanwhile, IBM’s sales model is to engage throughthe channel partners and they have a number of channelprogrammes to incentivise and drive the channel to sellthe Rational product.

IBM offers classroom based technical training andcertification; web based training, web casts, internationalproduct conferences and local sales enablement.

Bhat comments that IBM will definitely focus onkeeping 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.

WIN

NE

R

20082008

1st – SASSAS Institute SA011 713 3400www.sas.com

One of the leaders in Business Intelligence, SASInstitute proves again that it is the number one vendor,in the Business Intelligence category in the 2008 CRNOutlook awards.

Murray de Villiers, general manager: shared servicesand alliances, SAS Institute SAS SA, attributes itswinning streak to the strong focus on an integrated BIplatform and the technology that supports it.

“We provide our customers and partners with asolution for critical business decision-making for smalland large enterprises,” he says.

SAS is first with an overall score of 3.73 and alsotakes the majority of votes for technical support.

De Villiers says: “At SAS we stick to our knitting andwe focus on being the best at what we do.”

“This filters through to our channel partners throughtraining and support on key projects. Our software hasseen some significant advances, through a host of new

additions to our EIP offering, ensuring that we stayaligned to customer needs, and providing customers withtrue business intelligence with powerful analytics,” addsde Villiers.

SAS fell short on contribution to profit margin withthe lowest score of 3.50. But de Villiers says that theSAS Reseller Programme has specific incentives forchannel partners to improve their profit margin.

SAS channel partners have access to comprehensivetraining programmes and initiatives and is an area onwhich renewed emphasis has been placed over the past year.

And looking at 2009, de Villiers explains that SAS willremain ahead of the pack and continue to provide SouthAfrican and African customers with the best businessintelligence solutions in the market.

“We aim to be back in this leader spot, through theprovision of value, superior products and excellentservice to our channel and our customers,” he says.

WIN

NE

R

‘Born to rule’

2008200820082008

By Kaunda Chama

By Dominic Khuzwayo

Business Intelligence: SAS

Development Tools Software: IBM

Development tools goes to IBMA tried and tested brand.


1st: Citrix 2nd: IBM 3rd: CACitrix011 875 6400 www.citrix.com

Citrix has been voted best in the IntegrationMiddleware category for the CRN Channel ChampionsAwards 2008 by the solution providers in the channel.

Nick Keene, Country Manager, Citrix Systems, saysthat Citrix is the global leader and the most trustedname in Application Delivery Infrastructure (ADI).

“We work closely with 7,000 partners in over 100countries, assisting more than 215,000 organisations todeliver any application to users anywhere with the bestperformance, highest security and lowest cost.

ADI is software and hardware that enables the deliv-ery of mission-critical applications, operating systemsand productivity tools to customers, partners andemployees everywhere. It includes components fordesktop, application and server virtualisation, resourceprovisioning, application acceleration, access control,monitoring and WAN optimisation,” he says.

The company has received a high score of 4.33 intechnical support and warranty, 4.17 in both productquality and contribution to profit margin and 3.75 in

channel programme and support. Keene says that their local channel partners, who are

the cornerstone of success in SA, act as trusted advisorson planning application delivery strategies.

With regards to the company’s training initiatives andcommitment to resellers, Keene says that training is atthe core of the Citrix partner strategy.

“Our highly ranked certification program has recentlybeen redesigned to provide entry-through expert-level ITprofessionals with expanded offerings by role and spe-cialisation, as well as streamlined update paths thatmake it easier for IT professionals to stay current. Citrixis well positioned as a leader in the Application DeliveryInfrastructure market to continue to help, support anddevelop 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 forapplication delivery, from the data centre to thedesktop,” he concludes.

By Dudu Shaba

WIN

NE

R

Citrix remains a global leader

20082008

20082008

1st – CA

011 236 9111www.ca.com

“CA has provided solutions for infrastructuremanagement in the distributed environment for the bestpart of 20 years and our customers have benefited fromthis experience. Now our partners are also seeing thevalue of working with a company that has so muchexperience in this field.” This is the word from Carol-Ann Searra, channel manager at CA.

She was commenting on her company’s winning inthe Infrastructure Software category adding that CA’spartners can go to market knowing that the solutionsthey are backing are solid.

The company achieved the highest scores in contribu-tion to profit margin, product quality and channel pro-gramme and support, to which she says CA’s enhancedpartner programme is a global partnering frameworkthat supports the sale of CA solutions through all chan-nel 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 onthree key areas: improving responsiveness, lowering thebacklog and knowledge management - all with an aimof increasing overall customer satisfaction. With regardto knowledge management, CA is reviewing what is outthere and updating and/or retiring documents wherenecessary as well as creating new, quality documents toimprove the self-service experience for customers.”

“There are three levels (Silver, Gold, Platinum) basedon 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 tocontinue investment in research and development.

WIN

NE

R

Experience winsBy Kaunda Chama

Carol-Ann Searra

Nick Keene

Infrastructure Sofware: CA

Integration Middleware: Citrix

CA’s 20-year old formula never fails.

A trusted name in Application Delivery Infrastructure.


1st – Novell

011 322 8300www.novell.co.za

Solutions company Novell has won this year’sSystems and Network Management category. Thecompany says this is due to the fact that its products arerenowned in the industry for their stability, performance,ROI and scalability.

Michelle Beetar, country manager Novell SA says thecompany has won many prestigious awards validating itsreputation in the marketplace.

“Novell Technical Services is a truly global supportorganization with over 700 engineers based in callcentres and field offices worldwide, includingJohanesburg, SA.

Beetar adds that Novell is committed to making itspartners more profitable. With regard to increasing tech-nical contribution to profit margin, Novell will provideunlimited electronic and telephone support.

She adds that in its efforts to become a partner-centric company, it will stay committed to facilitating itspartners. “Novell’s channel strategy is built on four key

pillars. First and foremost, we are committed to makingour partners profitable. Secondly, we are making it easierfor our partners to work with us within their business’framework. Third, we will continue investing in our partners. Finally, we are committed to doing everythingwe can to enable our partners to grow their business,”explains Beetar.

Regarding what the company’s partner programmehas in store for the future, she mentions that the drivefor PartnerNet 2009 will be around four key pillars;increasing partner profitability, reducing the cost ofbeing a partner, improving partner sales support andstrengthening the Novell brand to create greater demandin the marketplace.

“A new track we are introducing in 2009 is the SystemIntegrator Track. This is designed to support systemintegrators’ custom practice lines and outsourcingservices which embrace Novell technology as part of anintegrated solution,” she explains.

WIN

NE

RNatural winner

20082008

1 stSymantec011 8044670www.symantec.co.zaSymantec has won the CRN Channel Champions

Awards 2008 in the Storage and Management Softwarecategory.

The company has achieved the highest score of 4.75in technical support, 4.69 in product quality, 4.58 inchannel programme and support and 4.44 in contribu-tion to profit margin.

Mark Smissen, commercial manager, Africa,Symantec says that the company

has expanded its technical support offerings, mostnotably the successful debut of their Business CriticalSupport which offers dedicated technical account man-agement and pro-active environmental reviews.

“As more Symantec partners qualify for the aggressiverebates on offer the profitability of Symantec products

will soar. As stated at the annual Symantec PartnerSummit, there is almost R200m in extra profit availableto the channel,” he remarks.

Smissen says that Symantec enhances the competen-cies of partners, strengthen their go-to-market offeringsand reward the channel directly for its success. He addsthat the Symantec Partner Programme offers prestige,annuity revenue streams while maintaining a careful bal-ance by rewarding effort, initiative and competency.

“Symantec has also launched the Partner University aimedat providing the hands on skill necessary to implement,upgrade, troubleshoot and support Symantec technology,”?

Looking ahead, Smissen concludes that Symantec willbe delivering on the promise of further integration andadvances in product quality.

WIN

NE

R

Symantec delivers the promise

2008200820082008

By Kaunda Chama

By Dudu Shaba

Michelle Beetar

Storage Management Software: Symantec

Systems & Network Management Software: Novell

Novell takes systems and network management.

Commitment to the channel model remains unchanged.


1st – Blue Coat

011545 6200www.eseuredist.co.za

Security specialist, Blue Coat, says the fact that it has,over more than five years, kept innovating in Web secu-rity products makes it the obvious winner in the WebSecurity Software category.

The company has been adding functionality to ensurecustomers’ networks are safe and at the same time giv-ing its channel partners new revenue opportunities.

The company achieved the highest score in contribu-tion to profit margin, product quality, and channel pro-gramme and support. It says it has always been a 100per cent channel-focused company and knows that itspartners need margin to be able to invest in and growtheir businesses.

“With our distributor, eSecure, we aim to provide thebest market and margin opportunity to our reseller part-ners,” says the company’s spokesperson.

After not scoring so well in technical support andwarranty, Blue Coat says that with the acquisition ofPacketeer it has increased its EMEA sales and supportforce, including a regional SE manager for southernAfrica who is based in Johannesburg. It has recentlyinvested heavily in technical support people in its sup-port labs around the world.

As a 100 per cent channel-focused company Blue Coatwants to reward channel partners who have invested inBlue Coat sales and technical knowledge. The company isabout to merge its previous Packeteer and Blue Coatchannel partner programmes to provide one programmeto 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 tomulti-day classroom training, depending on the partnerlevel required.

Web security threats are changing rapidly, with anincreased emphasis on financial and data loss. SomeWeb threats may only be active for a brief time, sosolutions need to deliver instant defence.

“There are some parts of the defences that can bebest delivered by appliances and some that are bestdelivered from “in-the-cloud’ services – a hybrid solution for most customers. We are also seeing agrowing need for security and networking solutions thatmerge to deliver additional value to customers,” thecompany concludes.

By Kaunda Chama

WIN

NE

R

Innovtion innovation

20082008

20082008

1st – VMware

011 575 6718www.vmware.com

After winning this year’s Virtualisation Technologycategory, VMWare’s country manager Chris Nortoncomments that for two years the company has investedheavily in a world-class delivery team in southern Africa.

Norton believes the company’s VIP partnerprogramme is one of the best on the market today,providing its partners with high-value tools in the pre-sales, sales, marketing and enablement programmesas well as high-level support.

Regarding its lowest score for contribution to profitmargin, Norton comments: “In any new market the ini-tial investment costs are always high but the partnerswho have backed the technology and invested over thepast two years will realise significant returns as the mar-ket adopts and standardises on virtualisation platforms.They will be the best equipped to deal with their cus-tomers’ technological challenges.”

He says VMWare is a very channel-centric companyand values its channel model. “We believe that our suc-cess is a result of the channel’s support. Our continuedgrowth and success can only be sustained through deepand meaningful partnerships at all levels of the southernAfrican IT community,” comments Norton.

He adds that VMware is committed to offeringworld-class partner programmes to meet the needs ofevery 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, hesays its training capacity has been expanded and it pro-vides training through VMware authorised training cen-tres. “We see partners’ investment in training as a directinvestment in our business and reward them throughmarketing programmes and rebates,” concludes Norton.

WIN

NE

R

The reward for investment

By Kaunda Chama

Chris Norton

Virtualisation Technology: VMware

Web Security Software: Blue Coat

VMWare sees returns.


1st: HP2nd: IBM3rd: Sun

HP011 785 1000www.hp.com

HP has been voted best in the Blade Servers categoryof the CRN Channel Champions Awards 2008 bysolution providers. Rory Green, product manager,Industry Standard Service, HP, says the blades market isby far the fastest growing segment of the server market.“We believe that our success in the blade market can beattributed to sustained investment in the local channel inthe form of sales and technical training as well as offer-ing support to our customers throughout the salesprocess,” he says.

The company achieved a score of 4.17 in the ChannelProgramme category; 4.08 for Technical Support; 3.92 forProduct Quality; and 3.83 for Contribution to Profit Margin.

With the highest score obtained for channel pro-gramme, Green says HP has been investing in its chan-nel over a number of years with regular sales trainingsessions based on solution selling.

“As the blades section of the market is growing so

aggressively, the focus from the various blade vendors aswell as increased focus from channel partners is makingthis marketplace quite competitive. What makes HPBlade Systems such a powerful solution, is that you nowno longer sell only servers, but are integrating into yourcustomer’s LAN and bringing a great set of managementtools into their environment.

“All of these points are areas to grow your share ofwallet and complement hardware margins with servicesmargins. On top of this, we have the “Partner forGrowth” programme which is a deal registration pro-gramme where partners can register blade opportunitiesand receive additional discounts,” he remarks.

Green says the channel has done an amazing job inmaking HP Blade Systems the success they are today.

“We want to continue the work we are doing as wellas keep an open ear to our partners for areas we canimprove,” he concludes.

WIN

NE

RHP adds more value tochannel partners

20082008

1st – FujitsuSiemens

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

This year’s Networking Storage Hardware awardwent to Fujitsu Siemens which attributes the win to thefact that it has a strict policy on quality throughout everyaspect of its business.

“This commitment extends from research and devel-opment, through engineering, manufacturing and co-operation with leading alliance partners to ensure thatour products fulfil their specified role in their operationalenvironment,” the company says.

Fujitsu Siemens achieved its highest scores for contri-bution to profit margin, product quality and technicalsupport and warranty.

The company says this is due to the fact that it adoptsa solutions- and service- oriented approach, which itcouples with high-quality manufacturing standards. Thisensures that its channel partners have confidence in itsproducts. Channel partners benefit from implementingsolutions on which they can stake their reputation and

the reliability of the company’s technology makes for amore cost-effective sale.

Meanwhile, Fujitsu Siemens has looked at channelprogrammes and determined that the best approach is tomake its programme as uncluttered and simple as possi-ble. “This has resulted in our programme being simple,with tangible benefits, including free sales and pre-salestraining, bonuses, incentives, and a direct contact intoFujitsu Siemens Computers.

With regard to the company’s training initiatives, itsays its Select Partners receive free certified sales andpre-sales training. This is in the form of both online andface-to-face training.

Looking ahead, Fujitsu Siemens says: “We will contin-ue building on our success, and research and analyse therequirements of our channel partners and their cus-tomers. We will also ensure that we offer leading prod-ucts, services and solutions that make a substantial con-tribution to the success of our partners and their cus-tomers’ businesses.”

WIN

NE

R

The power of quality

2008200820082008

By Dudu Shaba

By Kaunda Chama

Rory Green

Networking Storage Management Software: Fujitsu Siemens

Blade Servers: HP

Hearing partners’ voices to succeed.


1st – Iomega

www.iomega.com

Storage specialist Iomega has again scooped the topaward in the External Storage Backup Systems category.The company says this is because it has demonstrated apioneering approach to data storage and protection.

“Iomega was one of the first companies to recognisethe importance of the trend towards digital photographyand entertainment for home use, which resulted inincreased demand for larger storage capacities that arereliable and portable.

“The company also accurately predicted the rapidgrowth of the home office/small enterprise marketsegment and developed storage products aimed at meeting the need for secure data storage in ever-increasing capacities, along with storage aimedspecifically at networking (NAS),” explains MichelleKasselman, Iomega key account manager SA.

These innovations have led to the development ofproducts ranked worldwide as best in class based onquality, design, innovation and software.

“Virtually since its introduction in SA, Iomega hasfocused on developing business through the reseller

channel and has devoted its energy to establishing andmaintaining these links.

“Our view has always been that together withcompetitive pricing, and supplying a reliable and qualityproduct will enable a reseller to protect its margin as itwill not be eroded through costly support calls,” she explains.

Recognising that the channel ultimately looks for apartner that is able to provide the highest levels ofsupport and maintenance, Iomega’s swap-out pro-gramme on warranty and 24/7 international technicalsupport coupled with local representation ensure thatnot only is it able to deliver quality products, but cansupport them at levels that make it easy for resellers togo to market with confidence.

After scoring low in channel programme andsupport, Kasselman says: “We have started work on anew channel programme which we hope to launch inthe second quarter of next year.

“Our belief – and one we have always been faithfulto – is that the channel is the best route to market asresellers are close to their customers and have estab-lished relationships with them based on trust which theyhave maintained and developed over time. We see ourrole as a partner in this process and remain committedto the channel.”

In addition, she says that Iomega recognises thatwithout adequate training it is almost impossible to mar-ket a product effectively from both a sales and supportperspective. 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 todistributors but also to partners and resellers.

Looking ahead, she says: “Following the recent acqui-sition of Iomega by EMC Corporation, Iomega will playa key role in the group’s strategy to expand its informationstorage and management capabilities deeper into thehigh-growth consumer and small business markets.

“Iomega and EMC represent a powerful combinationthat will ultimately benefit customers through the pro-tection, security and simplified management of theirrapidly growing information storage requirements.”

By Kaunda Chama

Channel focus keeps paying off.

WIN

NE

R

“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

20082008

Michelle Kasselman

External Storage Back-up Systems: Iomega

External Storage Back-upSystems

Iomega

1.00

2.00

1st

3.00

4.00

5.00

6.00


1st – Lenovo2nd – HP 3rd – Acer

Lenovo011 911 2000www.lenovo.com

Lenovo has scooped the number one spot in theNotebooks and Mobile Computers category with anoverall score of 4.13. Lenovo won with a clean sheet inProduct Quality, Contribution to Profit Margin andChannel Programme.

HP managed to score 4.00, which earned it secondposition with Acer coming third with 3.35.

Rashid Wally country GM, South & Central AfricaLenovo SA says: “Lenovo SA is performing exceptional-ly well. Our turnover has tripled over the past threeyears. According to quarterly IDC research data,Lenovo SA continues to grow substantially faster thanmarket trends.”

Wally adds that Lenovo SA is known in the industryas a channel-focused PC vendor dedicated to buildingexceptionally engineered PCs and for rewarding its busi-ness partners to better service customers.

“Our focus on innovation and longstanding channelpartnerships keep us going and are key success areas that

have allowed us to grow our business in SA,” says Wally.“At Lenovo, innovation is in our DNA. Our innova-

tions always start with an assessment and discussion toaddress what our customers’ pain points are. Once wehave identified the pain points and frustrations, we applyour new technologies and ideas to come up with innova-tions which really solve their problems,” he explains.

According to Wally, one of this year’s highlights wasLenovo’s involvement in the Beijing 2008 OlympicGames.

“We believe the Beijing Olympics marked the emer-gence of the Lenovo brand on a global level. Lenovotechnology, which served as the network backboneunderpinning the complex sporting event, ran flawlesslythroughout the 17 days of the Beijing Olympics.

“In today’s economic environment the only way toensure success is through partnerships and by keepingthe customers’ needs in mind, and to deliver on thepromise,” concludes Wally.

By Dominic Khuzwayo

WIN

NE

R

Lenovo takes the lead

20082008

20082008

1st – HP011 785 1000www.hp.co.za

HP has been voted as best in the CommercialDesktop PC’s Category for the CRN ChannelChampions Awards 2008. Thibault Dousson, channelmanager, HP, attributes this to HP’s acknowledgementof the IT industries growth needs.

“HP is renowned for its outstanding product innova-tions, breadth of portfolio, time to market technologiesand market acceptance of its package offerings,” he says.

The company has achieved the highest score of4.17 on channel programme and support, 4.08 ontechnical support, 3.92 on product quality and 3.83 oncontribution to profit margin. Dousson says that HP ishighly committed to the channel.

“We see them as an extension of ourselves. Drivingbusiness together is fundamental to HP’s strategy in ourregion. 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 upgradedour programme to include the Gold level. This showsour commitment to those partners who invest in HPand ultimately offers the much needed distinction forthese partners to their customers,” he comments.

With regards to commitment to resellers, Doussonsays that HP constantly solicits feedback from resellersto ensure they are in touch with what is important tothem.

For SME IT companies in particular, we establishedthe HP Business Institute, where we undertook exten-sive testing with this market to validate our strategicintent. This programme is aimed at developing the nec-essary skills in high growth areas of the IT industry. Wehave two enrollments every year and this is an ongoingprogramme. This is one way of showing our commit-ment to our resellers,” he adds.

“There will obviously be new product introductions,increased portfolio breadth and more relevant trainingprogrammes for our channel. The most key focus forevery business is growth and HP continues to lead withinnovative new products that fuel this growth. We willcontinue to support and show our commitment to thechannel to reach the one goal we have, a satisfiedcustomer,” he concludes.

WIN

NE

R

Rashid Wally

Commercial Desktop PCs: HP

Notebooks & Mobile Conputers: Lenovo

Winning with a clean sheet.

By Dudu Shaba

HP leads the commercial Desktop PC’s category


Systems & Network management software: Microsoft

Microsoft 086 022 5567www.microsoft.com

Microsoft has been voted as best in the E-mail andCollaboration software Category for the CRN ChannelChampions Awards 2008. Colette Damant, PartnerStrategy and Programmes Group Manager, MicrosoftSA, says that the strength of their channel programmeshas played a big role.

The company has achieved the highest score of 3.91in product quality, 3.82 in channel programme andsupport, and 3.50 in technical support 3.45 incontribution to profit margin.

“Our key differentiator is driving customer value andpartner revenue by giving customers more options andcreating great new opportunities for partners. To helppartners understand how they can increase their oppor-tunities and profitability, we’re introducing new tools tohelp partners maximize sales opportunities and providingnew resources that build partner opportunity.

We’ve also launched a new Unified Communicationscompetency to provide technical, marketing, and salesresources that enable partners to develop solutions basedon Microsoft unified communications technologies,including Microsoft Exchange Server and MicrosoftOffice Communications Server,” she says.

With regards to the company’s training initiativesDamant says that one of the cornerstones of their partnerprogramme is to help partners to expand their skills base.

“Through the Partner Learning Centre, partners cangrow their expertise to help them capitalize on new mar-ket opportunities. They can choose from hundreds ofmarketing, sales and technical training offerings - avail-able at no charge.

Partner Skills Plus is the gateway to exclusive certifica-tion offers. Partners can save on practice tests and exams

to help grow their expertise and fulfill certificationrequirements. They can also gain access to Microsoftdeveloper tools, operating systems, servers andproductivity applications, including the latest evaluationand beta software,” Damant says.

“Microsoft’s Partner Program Vision is that any onepartner 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.

WIN

NE

R

Microsoft builds partnerconfidence

2008200820082008

By Dudu Shaba

Colette Damant

Systems & Network management software

Microsoft

1.00

2.00

1st

3.00

4.00

5.00

6.00

Cisco shakes the stage.

“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.”

New Lenovo notebookLenovo 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 note-

book combines performance, stylish design, Lenovo Care for worry-

free 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 systemsThe Sun division at Workgroup, Horizon, has announced a change

in its warranty options on all Sun workstation and rackmount

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 ScreenPlayIomega 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

76 • CRN SOUTHERN AFRICA • NOVEMBER 2008

COMINGS GOINGS

WHAT’S NEWS

SAS appoints Riad GydienSAS, 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 mas-

sive 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.

Avaya names new CEOAvaya 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 communica-

tions industry and extensive senior manage-

ment experience,” says Charles Giancarlo,

president and CEO, Avaya. “He will join Avaya

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.

Pierre Obeid resigns from Cell CPierre 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.

LG appoints new sales managerLG 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.

Kevin Kennedy

&

WHAT’S NEWS


(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 keyboardLogitech 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 solutionsAnnex 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, graphic-

intensive 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 resellersIngram 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 rangeAPC 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

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 DCCDrive 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 ONTDistribution 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 TelecomSwitch 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 availableWorkgroup’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.

LG partners with MicrosoftLG Electronics and Microsoft have signed a Memorandum of

Understanding (MoU) to form a strategic collaboration in mobile con-

vergence. The agreement was signed in Korea by Yong Nam, vice-chair-

man and CEO of LG Electronics and Steve Ballmer, CEO of Microsoft.

“This agreement between LG and Microsoft will create critical momen-

tum in the industry,” says Nam. “With this partnership, mobile com-

puting 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 commit-

ment to delivering the most innovative mobile experiences to our cus-

tomers,” says Steve Ballmer.

Fujitsu to acquire Siemens’ stakeFrom 2009, Fujitsu will own Siemens’ 50 per cent in their joint venture,

Fujitsu Siemens Computers. The companies plan to close the transac-

tion 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 pur-

chase agreement, Fujitsu will acquire Siemens’ stake for approximately

450 million euros. Kuniaki Nozoe, president of Fujitsu says, “Fully inte-

grating 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 distiOrion 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 origi-

nally developed by Ericsson and offers a full range of switches that

cover everything from plain analogue to hybrid offerings to full IP ver-

sions,” says Jacques du Toit, Orion MD. “The deal allows Orion to sell

Dimension Data’s Aastra range of products as a service to our cus-

tomers. 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 interna-

tional provider of HR and payroll management solutions. The partner-

ship forms part of Cummins’ campaign to rollout a global Oracle HRMS

application and consolidate dispersed payroll applications into a solu-

tion 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 distributorshipWorkgroup has announced that its distribution agreement with

Business Objects announced in May 2007 has been updated. Under

the new agreement, Workgroup has been named sole distributor to

the South African channel. Mercia Oosthuizen, Business Objects prod-

uct manager, Workgroup says, the fact that they now hold exclusive

rights to the range means they can continue with their efforts of open-

ing 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 WANKSS 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 depart-

ment’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 SAPClickSoftware 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 McAfeeAlcatel-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. Alcatel-

Lucent 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 combi-

nation of the Alcatel-Lucent ‘always on’ OmniAccess 3500 with

McAfee’s Endpoint Encryption will allow enterprise IT managers to pro-

tect 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.

78 • CRN SOUTHERN AFRICA • NOVEMBER 2008

ANALYSIS: DISTRIBUTION MOVES

SOLUTION PROVIDERS


PARTING: SHOTS

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

DILBERT www.dilbert.com by Scott Adams

Snapshot Rob Sussman

computer reseller news dec 08

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