ASBIS | VALUE

from ASBIS Magazine October 2019

GRANDSTREAM

Unlocking True Value

PRAVEEN SINGH SOLANKI, SALES DIRECTOR, SOLUTIONS DIVISION, MENA, ASBIS MIDDLE EAST, GUIDES PARTNERS ON CAPITALIZING MARKET PROSPECTS AND SUCCEEDING IN THE DIGITAL ERA.

“IN ORDER TO CAPITALIZE ON SOLUTIONS SELLING, PARTNERS HAVE TO FIRST MOVE WAY FROM THE TRADITIONAL WAY OF PUSHING BOXES. THEY NEED TO HAVE BETTER UNDERSTANDING OF CUSTOMER BUSINESS NEEDS AND CHALLENGES.”

Can you share recent milestones from ASBIS Solutions business? We have had several highlights over the past few months. Regional customers across verticals are doubling up their investments when it comes to their IT infrastructures. With the drive towards digitalization, organizations are increasingly looking at enhancing their current IT solutions or replacing it entirely with the latest innovations in the market. ASBIS Middle East has been at the forefront of delivering these ground-breaking solutions together with its vendor and channel partners. We have recently won key enterprise projects in telco and healthcare sectors for High Performance Computing (HPC) solutions.

While the push towards digital transformation technologies enables customers to boost productivity and improve efficiencies, it also increases their susceptibility to cyber-attacks and other security risks. We boast leading players in the security space and are equipped to cater to customers’ comprehensive security requirements. In this regard, we have bagged one of the biggest Cyber Security projects for Power & Energy vertical.

Internet of Things (IoT) technology empowers customers to redefine the way they have been operating. The potential of IoT connected devices is infinite. It offers extreme convenience, increases operational efficiencies, automates mundane tasks, drastically saves time and costs, enables generation of valuable data to further optimize functions and so on. To unlock the true value of the technology, it is imperative that customers choose the right partners for implementation. We are happy to share that we have won one of the most prestigious IoT projects in the region in the Retail and Hospitality vertical. In addition to these milestones, we have also grown to be the Top VAD for providing Outdoor Wireless solutions across the Middle East region.

Which are the technologies that ASBIS is focusing on to further strengthen its position as a digital solutions provider? We will continue to invest in and offer best of breed solutions and technologies. Going forward, we will focus our efforts and business roadmap on advanced technologies such as Artificial Intelligence (AI), Deep learning and Machine Learning (ML), IoT and Cloud Computing. We will strengthen our portfolio across these ground-breaking technologies through our vendor solutions from Supermicro, Western Digital, Intel, AMD and Lantronix. out-of-the-box solutions to cater to different needs of the customers.

They also have to upgrade skill sets of their sales and pre-sales team to sell solutions effectively rather than products. We offer in-depth training program and other resources to empower partners in this area.

Do partners understand the importance of solutions selling? How can they develop their skills in this regard? Regional customers are no longer looking at investing in disparate products and solutions, instead desire end-to-end comprehensive solutions that can solve business problems. The sooner the channel community comprehend this changing demand, the faster they can grow their business. While some of the enterprise systems integrators do understand the importance of solutions selling, most of the SME partners continue to be on the learning curve. In order to capitalize on solutions selling, partners have to first move away from the traditional way of pushing boxes. They need to have better understanding of customer business needs and challenges. Only by having clear insight into the nature of customers’ businesses, will partners be in a position to guide them with the most ideal solution for a specific problem. They need to be innovative in offering

Can you elaborate on your focus and plans for next quarter? Can you share details of any upcoming partnership announcements? Our plan is to focus and build our Enterprise business by offering disruptive solutions for different verticals. Our approach is to take vertical-based solutions to our key partners who specialize in specific industries such as Cloud Service Providers, ISPs, Telcos and Healthcare. We are looking forward to signing new partnerships during GITEX 2019. What is your message for partners and the market from GITEX 2019? GITEX offers us the best platform to network and interact with our customers and partners. We encourage our partners and customers to visit us at GITEX and learn about some of our new innovative solutions offerings and success stories for AI, ML, IoT and Cloud technologies for different industry verticals. We are excited to assist our partner ecosystem to fast-track their business growth in the digital era. First edition of Grandstream certification program with regional distributor ASBIS Middle East in Dubai for SMB partners.

GITEXEDITION | 30 OCT 2019 | VOL-4GITEX | 30EDITION