For Tahawultech | Reseller Middle East’s September 2022 Magazine, Mario M. Veljovic, General Manager at VAD Technologies, explains Editor Anita Joseph in an exclusive interview how the company manages to maintain a robust growth trajectory in an increasingly competitive market.
Here you can read the full Interview with the Editor:
In an era of disruptive technologies, how does VAD redefine value-added distribution?
MV: VAD Technologies was established with a clear Vision and Mission to bring innovative and disruptive Technologies and Solutions to the Markets of the Middle East and Beyond. To be successful is such Pioneering Sector your Top Priority is to develop a very strong relation with your Partner Reseller Network, which is regarding you as their trusted Partner and Advisor.
We are taking pride that the Top System Integrators, Service Providers and Resellers in the Market working closely with us, and we are taking an active part in defining their future Solution Portfolio and Go To Market. Similarly, we are proud to see our Vendor Partner Relationships grow year on year and VAD Technologies being an integral part of their Regional Strategy.
How does VAD drive technology products & solutions among its channel partners?
MV: Every Vendor we plan to engage with is undergoing a thorough Evaluation Process to ensure the Technology is meeting few important Key criteria. Those criteria include Scalability of Business, Market Readiness, Ability to Execute in the Region, Complexity of the Solution, and many many more. Once the Vendor is onboarded our Technical and Product Management Teams get trained on the Solution.
From here we will start to select potential Partners that have the right End Customer reach in the market and the necessary expertise to successfully promote the solution. In dedicated Seminars we will excite the Partner’s Sales Teams about the Vendor and its Solution and building a joint Go to Market Plan, which includes a detailed End Customer Account Mapping.
The VAD Technologies Team will be there to guide, support and motivate the Partner throughout the entire Sales Process. We will be there whether the Partner needs support with Demos, Proof of Concepts (POC), Logistics, Extended Financing or even Solution Deployments, Professional Services or After Sales Support.
Tell us about your enterprise solutions portfolio.
MV: VAD Technologies’ Product & Solutions Portfolio today compromises over 35 Technology Vendors that are carefully selected, and which can be categorised in 3 main Solution Stacks: High Performance Data Center, Information Technology Service Management (ITSM) and Physical Security & Computer Vision. All Technologies we are offering see a strong use of Artificial Intelligence (AI) and can be made available in the Cloud. With this making us being able to deliver only Future Proof Solutions to our Channel. Key Focus is to ensure that the Solutions our Partner Reseller Network can offer their clients will achieve the optimal Total Cost of Ownership (TCO) and drive the fastest Return of Investment (ROI) possible, while not compromising to address the Clients’ most complex Challenges to meet their Digital Transformation objectives.
How would you describe the regional distribution market?
MV: The past few years has seen the Regional Distribution Market further consolidating and only Distributors that where able to successfully create new growth Opportunities could maintain a profitable business and survive. Distributors found it increasingly difficult to strike a healthy balance between Growth and Profitability, especially due to shrinking Margins with the established legacy Vendors and increasing cost to better cover the entire region and support their Reseller Partners.
Having said this, the Region is hungry for innovative and Disruptive Technologies and Distributors who have prepared for this, like VAD Technologies, see the Results and enjoy strong growth. In fact, many of the Vendors we have been working with for years have now moved from being an emerging Vendor into Hyper Growth Mode. Something which helps us to continuously reinvest into our Business and Strategy.
What is VAD's plan for the region, going forward?
MV: VAD Technologies has successfully completed the 2nd Phase of its expansion Plan this Year and has now Legal Entities, Offices and local Teams in the United Arab Emirates, Kingdom of Saudi Arabia, and the State of Qatar. The 3rd Phase will see us expanding into the State of Kuwait, Kingdom of Bahrain, and the Sultanate of Oman by potentially end of this Year or latest beginning of 2023. Our Objective is to be as close as possible to our Partner Reseller Network in the entire Middle East and beyond. We already cater to Partners in Turkey, Africa and Levant and consider bring local Resources to our Network in these Geographies during 2023, too. As we are focusing on enhancing our Operations, we will not stop to scout innovative and disruptive Technologies to ensure our loyal Reseller Partner Network will remain in position to offer the latest and greatest to their Clients in all possible Industry Verticals. Hence you will see the number of our Technology Vendor Partnerships to grow further.
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