December 2008

www.crn.co.za
 EDITOR’S: NOTE

Exit ‘08, enter ‘09

I
must admit that that apart from the Dot.bomb occurrence, 2008
has been one of the most worrying years in ICT, not just for one
sector, 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 predict
the market this year would have definitely been off the mark.
One would have expected that the economic situation at the
moment would have deterred companies from re-investing in ICT
but it seems a lot of companies have continued with business as
usual and have just had to adjust their business belts a notch.
Locally, as we all know, the effects of the global economic
downturn was felt in all spheres of business, not just ICT, but I
am sure right now even your “average Joe” has sensed that
something is just not right.
The Rand did its share of depreciating this year and experts
have already warned that we will have to wait anything up to 24
months before things start turning around. I guess this means
companies will have to live with the concept of having to do regular price adjustments on quotes for a while.

But even with all of this happening around us, we have to acknowledge that there
are companies that manage to pull off impressive performances economic climates
that are this bad.
Globally and locally we have seen and experienced a lot of challenges politically and economically, but still today we have a lot of players still
standing, 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 this
year’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 have
the 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 the
same 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 CRN
Outlook 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 kaundac@systems.co.za

Kaunda Chama – editor

 Contents
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’t
falling. Of course, the economy could be better, but millions of businesses all over the world are
seeking 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 solution providers and distributors
for tips to manage during especially turbulent times. Here’s what the tough-minded offer up to
nervous channel executives. By VARBusiness Staff

10. Outlook Awards 2008

CRN Contacts:
This year’s CRN Outlook Awards were very well contested and saw 78 categories won by very
Editor: deserving companies that had managed to outdo themselves even in what has been a turbulent
Kaunda Chama year.
kaundac@systems.co.za
This year also saw more than 400 solution provider companies cast their votes in the 78 product
categories for both vendors and distributors.
CRN would like to congratulate all the nominees and eventual winners in the 2008 Channel
Journalists: Champions and Distributor of the Year Awards. By Kaunda Chama, Manda Banda, Dudu Shaba,
Portia Shaba Dominic Khuzwayo, George Maseko and Stanley Chishala.

portias@systems.co.za 76 News roundups & DMoves

80 Snapshot & Dilbert

Dominic Khuzwayo
dominick@systems.co.za

Outlook
Brand executive:
Hellen Murahwa Awards 2008
hellenm@systems.co.za

Sub-editor:
Jenny Bastomsky
jennybee@telkomsa.net.co.za

Designer:
Spencer van Graan
spencerg@systems.co.za

Database and subscriptions:

Daisy Mulenga
daisym@systems.co.za

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2 • CRN SOUTHERN AFRICA • DECEMBER 2007

YEAR IN REVIEW:

It’s REWIND
time
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.

BY DOMINIC KHUZWAYO
JANUARY 2008
 Cyril Belikoff, former head of Microsoft’s Information Worker business in SA left the local subsidiary to take up a high-profile
position 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 in
mobile communications devices.
 Local VoIP hardware distributor Even Flow Distribution was awarded the distributorship for Siemens’ range of home and
office communication products in SA.
 Datacentrix signed an agreement with wide area data services solution provider, Riverbed Technology, to resell the company’s
Steelhead 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.

4 • CRN SOUTHERN AFRICA • DECEMBER 2008

 YEAR IN REVIEW:

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 independent
non-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 in
SA.
 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 to
replace Thoko Mokgosi-Mwantembe.
 Drive Control Corporation (DCC) announced Anamika Budree, who was previously a DCC product specialist, as a new
storage software manager.
 Axis Communications, one of the global leaders in the network video market, appointed Sentronics as its distribution
partner in SA.
 ICT distribution house Pinnacle Micro won part of the government’s SITA RFT153 tender for the supply of 12 Supermicro
server 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

ANALYSIS: TRENDS
SOLUTION PROVIDERS
10 tips to Weather the storm
Though sometimes it may seem like it is, the sky isn’t falling. Of course, the
economy 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 turbulent
times. Here’s what the tough-minded offer up to nervous channel executives.
BY VARBUSINESS STAFF
1. Do Not Depend On Product
Reselling As Your Only
Source 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.”
“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.”
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
6 • CRN SOUTHERN AFRICA • DECEMBER 2008
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 That
Have A Short-Term Return
On 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
Vendor initiatives provide
partners with an edge in tough economy
BY RICK WHITING, CHANNELWEB
W 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
Meanwhile, some vendors are cutting their channel partners
some slack on bureaucratic requirements, letting solution
providers focus on more important tasks, like selling.
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
8 • CRN SOUTHERN AFRICA • DECEMBER 2008
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 Partner
Assistance
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.
 ?????????

Still pertinent
As distributors continue to play an essential role in CRN’s research survey, they once again stepped up to the challenge
when 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 leading
indicator 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 powerhouses
such 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 provider
knowledge. 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 these
awards and making them a success.

Kaunda Chama – editor

10 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Client & Server Processor: Rectron

“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
...as Rectron show why it’s a components leader. Chris Coetzee

1st – Rectron By Stanley Chishala

2nd – Axiz
3rd - Esquire In yet another stronghold for a local components Rectron scored 3.52 for Contribution to Profit
WINNER

distribution powerhouse Rectron scooped the 2008
Rectron Distributor of the Year Award in the Client and Server
011 203 1000 Processors category.
www.rectron.net Rectron is an authorised Intel distributor in SA and
sub-Saharan Africa, and swept the board as solution
providers awarded it an overall score of 3.63 out of a
possible 6.00. Although the overall score in this category
has dropped significantly from last year, Rectron record-
ed a 5.06 overall score. This proved to be enough to
2008 beat Axiz and Esquire Technologies that scored overall
averages of 3.55 and 3.19 respectively.
Rectron received a total of 33 votes from solution
providers 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 are
highly regarded and expertly handle its client and server
processors business.
Client & Server Processor
6.00
5.00
4.00
3.00
2.00
2nd
Margin; 3.61 for Product Availability; and 3.58 for
Value-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 to
maintain that position locally.
“Our customers always come first and we ensure
that we supply not only an appropriate and complete
solution but also the after-sales support they deserve,”
he says.
Coetzee says that Rectron has focused mainly on the
Intel Modular Server product that is built on Intel
Multi-Flex technology.
“Our infrastructure plays an important part in our
performance, allowing us to hold enough stock to
always have a complete solution when a customer needs
it,” he says.
He adds that its 48-hour server assembly time means
resellers receive completely built servers in the shortest
possible time.
Says Coetzee: “Our dedicated team takes care of
each phase of our server business from quoting and
placing of the order, to the assembly of the server and
after-sales support.”
In the future Rectron will continue supplying Intel
White-Box server components and platforms as well as
Intel Xeon Server Processors supported on these com-
ponents and platforms.
Coetzee says it is important for the server team at

3rd

4th
1st

Rectron to give loyal resellers the right solutions, infor-

1.00 mation, support and service to make dealing with the
company a pleasure.
“We will continue providing our resellers with the
necessary training on current and new Intel server tech-
Rectron Axiz Esquire DCC
nologies and products as they are released through our
Build Your Own Server (BYOS) – reseller training
initiative,” he concludes.

12 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Enterprise Wireless Products: Comztek

“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

Duxbury
displaces
1st – Duxbury
Networking
2nd – Comztek
Graham Duxbury

3rd – Tarsus

Westcon
WINNER

Technologies
4th – Westcon

Duxbury
Networking
011 351 9800
By Stanley Chishala
www.duxbury.co.za
Specialist networking solutions distributor Duxbury 4.00 overall rating while Tarsus Technologies’ 3.53
Networking is the 2008 Distributor of the Year in the mark out of a possible 6 secured the Cisco enterprise
enterprise networking hardware category. solutions distributor of networking products third spot.
Duxbury Networking received the award after 21 The solution providers voted for Duxbury
solution providers in the local channel gave the distribu- Networking as the overall winner out of the four distrib-
tor an impressive 4.07 overall score. utors in this category. Results reveal that the distribu-
2008 Duxbury Networking emerges as a strong contender tor’s only low average score is in the contribution to
in this category while displacing last year’s winner profit margin category, where it scores 3.67 out of 6.
Westcon, which is relegated to fourth spot. Duxbury need to address this in the future to
This year proves to be Westcon’s weakest showing in cement its status in the enterprise networking
this category as solution providers rated the distributor hardware segment.
with a low overall mark of 3.41. Despite this low mark, Duxbury scoops high scores in
Comztek moves into second position with a solid the product knowledge (4.43) and value-added services
Enterprise Wireless Products (4.24) categories.
6.00 The distributor also rates a 3.95 overall rating for
product availability.
Graham Duxbury, CEO at Duxbury Networking,
5.00
says as the enterprise network’s intelligence is in-built,
the distinctions between Wi-Fi, WiMax, GSM, femto
4.00 cells and other network platforms is becoming blurred.
This gives the user the ability to roam between them
3.00 using a single handset. Duxbury says with this develop-
ment comes the challenge of effectively securing their
place in the market.
2.00
2nd

In the enterprise market the company represents

3rd

4th
1st

Enterasys and HP ProCurve, which have proven to be

1.00 strong brands that offer value for money for resellers
and their end-user clients, says Duxbury.
“This programme is based on a proven formula,
which we plan to continue and to hone. For example,
Duxbury Comztek Tarsus Westcon
Networking Technologies we intend to boost it by including more of the brands in
our stable, while adding impetus to our vendor partners’
programmes as well,” he concludes.

14 • CRN SOUTHERN AFRICA • DECEMBER 2008

 SME Networking Hardware: Duxbury Networking
SME appeal
Graham Duxbury
By Stanley Chishala
Undoubtedly Duxbury Networking’s strongest showing
– and contribution to its recent victory in the Distributor
of 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 the
SME networking solutions sector.
Out of 15 different solution providers that cast their
vote, Duxbury Networking polls an overall average score
of 4.32 out of a possible 6 – enough to keep runner up
Rectron off the top spot.
Rectron had the same number of solution provider
companies casting their vote but only managed to secure
an overall score of 3.62. Axiz came in third with 3.52
while Sahara Computers were fourth with a low overall
average of 1.95.
Duxbury Networking held its own and received
SME WirelessProducts: Duxbury Networking
Dux does it again
Graham Duxbury
By Stanley Chishala
Building on last year’s success in this category,
networking solutions distributor Duxbury Networking
retains its place as SME wireless products Distributor of
the Year.
Duxbury receives the award after solution providers
recently granted the distributor a solid 4.21 overall score
out of 6. Unlike last year when Duxbury Networking had
no strong opposition, this year Rectron was hard on its
heels with a 3.72 score. Tarsus Technologies’ gained a
1.78 overall score for third spot.
Duxbury Networking scooped 17 votes with high
overall averages in contribution to profit margin (3.94);
product availability (4.24); an excellent 4.47 for product
knowledge; and value added services 4.18.
Graham Duxbury, CEO at Duxbury Networking, says
one of the company’s key focus areas this year is on net-
work security across all network infrastructures – wired
and wireless.
Duxbury says security also plays an important role in
the SME environment, where the need for staff mobility,
1st – Duxbury
Networking
2nd – Rectron
3rd – Axiz
4th – Sahara
WINNER
impressive high scores from solution providers, including
Computers
4.07 for contribution to profit margin; 4.47 for product
availability; 4.60 for product knowledge; and 4.13 for Duxbury
value added services. Networking
Graham Duxbury, CEO at Duxbury Networking, says 011 351 9800
the company strives to introduce products and new tech- www.duxbury.co.za
nologies to the SME market to meet its growing demand
for ‘enterprise class’ benefits, such as collaboration and
remote working, cloud computing and software as a ser-
vice (SaaS) – all this at an SME friendly price.
Duxbury also stresses the importance of education
and training within Duxbury through the Duxbury 2008
Academy, which helps its resellers to up-skill and cross-
skill for the benefits of their business and ultimately their
end-user clients.
“We will introduce a number of world-class vendors to
the Duxbury Networking family, complementing the
many exclusive relationships we currently enjoy with
global technological leaders,” he adds.
1st – Duxbury
Networking
which adds significantly to corporate efficiency, increases 2nd – Rectron
security risks. Consequently solutions are required to 3rd – Tarsus
WINNER
ensure confidentiality, integrity and availability of infor- Technologies
mation, says Duxbury.
In the SME area wireless networking is an economical
Duxbury
Networking
alternative to wired networks.
011 351 9800
Against this backdrop, Duxbury adds that the compa-
www.duxbury.co.za
ny offers best of breed networking portfolios that address
multifaceted networking disciplines, applications and
technologies.
Remarking on the award Duxbury says that this win is
reinforced by the company’s superior technical skills that
are unsurpassed in the local SME distributor community. 2008
Duxbury wireless products are drawn from
Bridgewave, Colubris (now part of HP ProCurve
Networking), Netgear, Proxim and the newly acquired
Alvarion. Duxbury believes the company has the appro-
priate range of wireless products.
In light of current fluctuating exchange rates, which
are expected to remain volatile into 2009, Duxbury
Networking continues to maintain the viability of
partners in an increasingly competitive marketplace,
adds Duxbury.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 15
 Enterprise Wireless Products: Comztek

“The company prides itself in adding value to all

the wireless network brands it represents.”
– Uwe Brandkamp, Comztek

Comztek
wins unoposed Uwe Brandkamp

... as Westcon fails to retain hold.

1st – Comztek
WINNER

By Stanley Chishala
Comztek
011 848 9000 Arch rivals Comztek and Westcon once more came up
www.comztek.com against each other in the contest for enterprise wireless
category in the annual Distributor of the Year Awards.
But Comztek came out on top this time as the
Distributor of the Year for enterprise wireless products
for 2008.
Comztek received a sound 4.12 overall average score.
Other potential contenders such as last year’s winner
2008 Westcon, Duxbury Networking, Comstor and Tarsus
Technologies all failed to gain the required minimum 10
votes to be considered for the award.
From the 13 different solution provider companies
that rated Comztek in this category, the distributor got a
3.69 score for contribution to profit margin; 4.08 for
product availability; 4.31 for product knowledge; and a
Enterprise Wireless Products
6.00
5.00
4.00
3.00
2.00
1st
4.38 score for value added services.
Although Comztek received a lower score for contri-
bution to profit margin, it is not surprising given the
tough 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 extremely
difficult for distributors such as Comztek to keep their
pricing structures stable.
Uwe Brandkamp, Networks Business Unit director,
at Comztek says the company has a hands-on approach
in the business. It assists resellers with a range of ser-
vices and offers the best possible wireless solution for
their customer’s enterprise networks.
Brandkamp says that Comztek has built a number
of solutions for outdoor and indoor wireless enterprise
networks.
“We offer services that include site surveys, network
designs and implementation.” he says.
Remarking on the confidence that resellers have
shown in the Comzek’s enterprise wireless offerings,
Brandkamp says the company prides itself in adding
value to all the wireless network brands it represents.
“We employ highly trained and experienced sales and
technical specialists,” he says. “They are able to provide
our 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,

1.00 Cisco, D-Link and NorteI.
“This range of brands gives Comztek clients wireless
solutions to suit most enterprise wireless requirements,”
he says.
Comztek
Brandkamp adds that Comztek will hone its focus in
the wireless industry by continuing to add value to the
brands it currently represents.

16 • CRN SOUTHERN AFRICA • DECEMBER 2008

 VoIP Technology: Comstor
Voice mastery
By Stanley Chishala
1st – Comstor Comstor, a division within the Westcon Africa
WINNER
Middle East (WAME) specialising in Cisco products, is
Comstor
once again the 2008 Distributor of the Year in the VoIP
011 233 3333
technology category.
www.westcon.co.za
The company retains the award it also won last year
after 21 solution provider companies awarded it a 3.52
overall mark.
Although Comstor received a total of 21 votes, the
overall average scores in each of the criterion highlights
some challenges for the distributor, as it failed to garner
marks above 4.00.
2008 Comstor gets 3.48 for contribution to profit margin
and product availability; 3.62 for product knowledge;
and 3.52 for value added services.
This year’s win is not a surprise given Comstor’s
relationship with Cisco, Comstar is the VoIP flagship
brand in its stable.
Peripherals and PC accessories: Axiz
Complimentary solutions
Axiz wins peripherals and accessories category
By Kaunda Chama
1st – Axiz
Distribution house Axiz gets top accolades in the
WINNER
peripherals and accessories category in this year’s
Axiz Outlook awards.
011 237 7000 Axiz chief marketing officer Craig Brunsden says his
www.axiz.com company’s success is because the distributor has a good
understanding of the market and what it needs in terms
of current technology.
The company achieves its highest scores in contribu-
tion to profit margin, product knowledge and product
availability.
Brunsden says: “We’re delighted that our efforts in
this sector have been recognised by our customers.
2008
We’ve focused intensely on our product knowledge, with
dedicated support skills and tools to ensure our sales
team and resellers are equipped to compete. Product
availability is also a major area of improvement for us
and we’ve invested in systems and technology to
improve our product management that has shown
results in the past year.”
Axiz scores lowest in value-added services, to which he
responds that the company intends on improving on,
18 • CRN SOUTHERN AFRICA • DECEMBER 2008
In fact, Comstor, through parent company Westcon,
has invested quite heavily in training to provide its
entire solution provider channel with preconfigured
technologies and sales tools that deliver communication
convergence solutions.
Comstor has the OneVoice Partner programme that
offers resellers an opportunity to be involved in Cisco’s
communication 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 to
embrace Cisco’s collaboration strategy. The strategy
revolves around technologies such as VoIP, unified mes-
saging and communication, instant messaging, IP video,
Telepresence, mobility, SaaS and Web tools like blogs
and Wikis.
Having won this award last year, it will be interesting
to see if Comztek and Tarsus Technologies (also Cisco
distributors) are able to put up a formidable fight with
Comstar for this award.
Craig Brunsden
stating that although the company has been focusing
on more fundamental issues like availability and
knowledge over the past year, it does have plans to
expand its product range and skills to take advantage of
the opportunities.
“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 enterprise reseller may not need our
pre-sales skills to the same degree as an SME reseller
does, but they may need more complicated roll out
management, etc,” explains Brunsden.
Axiz’s Ledibogo Partner Programme is currently
focused on development of BEE SME resellers, which
has been successful and there are no plans to change it.
Brunsden adds that Axiz continues to assist in
driving vendor certification programmes and regular
update sessions.
The company is geared towards continued improve-
ment and focus on those partners who supported it
in 2008.
 Barcode Printers & Accessories: Pinnacle Micro
Debut win for Pinnacle
The power of great product array.
By Stanley Chishala
Barcode printers and accessories are more popular in
the commercial reseller channel, and this year it was
decided to introduce this as a stand-alone category.
Pinnacle Micro is the debut winner in this category
after polling a 3.48 overall score.
From 11 solution providers that rated Pinnacle Micro
in this category, the company gains 3.18 for contribution
to profit margin; 3.64 for product availability and prod-
uct knowledge; and 3.45 for value added services.
Industry stakeholders decided to include this category
for 2008 based on the wide mainstream acceptance of
barcode printers and accessories in the local commercial
IT reseller channel.
Starting on a
winning note
Pinnacle takes top honours in brand new category.
By Stanley Chishala
Local distribution powerhouse Pinnacle Micro takes
top honours in the 2008 Distributor of the Year Awards
in a brand new category – Barcode Scanners.
From the 10 votes it secured from the local solution
provider companies that rated the company, Pinnacle
Micro had a total average score of 3.78 out of 6. Not an
inspiring score but enough to secure it in the top spot.
The company behind the Proline PC brand has a 3.40
for contribution to profit margin; 4.00 for product avail-
ability; 3.80 for product knowledge; and a 3.90 average
for value added services.
An analysis of the results in each of the subset in this
category shows that the channel is particularly happy
with Pinnacle Micro’s stock holding capabilities, there-
fore the company is given a high rating in this area.
1st – Pinnacle
Micro
WINNER
Pinnacle Micro
011 235 6000
www.pinnacle.co.za
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 its
scores are below the 4.00 mark, resellers have shown
confidence in the products that it distributes. 2008
As the distributor forges ahead and strengthens its
solutions offerings in the market, is must ensure it
continues to service its channel base with excellence.
With the likes of Mustek, ProScan and Apex all
boasting of barcode printers and accessories, Pinnacle
Micro will have to do more if it is to deliver the same
results in December 2009.
Barcode Scanners: Pinnacle Micro
1st – Pinnacle
Micro
WINNER
Pinnacle Micro
011 235 6000
www.pinnacle.co.za
The distributor is experiencing challenges in the
contribution to profit margin subset as resellers in the
local channel give Pinnacle the lowest rating in this criterion.
Although barcode scanners were traditionally used in
the warehousing sector, the wide acceptance of these 2008
products in mainstream consumer retail has propelled
such products and technology to be widely accepted.
In South Africa many retailers use barcode scanners
to monitor their inventories and attach them to their
POS solutions.
It therefore is no surprise that Pinnacle Micro has won
channel confidence in the first year of this category.
Pinnacle Micro continues to forge ahead to cement
and improve in all the areas where solution providers
gave it low ratings.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 19
 System Builder Components: Rectron
“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
1st – Rectron
2nd – Axiz By Stanley Chishala
3rd – Pinnacle
WINNER
Micro Local distribution powerhouse Rectron has once
again crushed Axiz and Pinnacle Micro in the 2008
Rectron Distributor of the Year Awards in the system builder
011 203 1000 components category.
www.rectron.net Rectron polled a 3.81 overall score with Axiz and
Pinnacle Micro gaining 3.54 and 3.52 to secure second
and third place respectively.
From a total of 28 votes that Rectron received from
solution provider respondents, the company scooped an
overall average score of 3.86 for contribution to profit
margin; 3.71 for product availability; 3.89 for product
2008 knowledge; and 3.79 for value added services.
Tony Chiang-Lin, Rectron’s Components Business
Manager, says 2008 has been a tough year for everyone
in the local IT distribution sector. He says new product
cycles are shorter while market conditions remain tough.
He says that Rectron’s success this year is attributed
to the company’s commitment to the industry and its
partners.
Tony Chiang-Lin
Chiang-Lin is delighted with Rectron’s award despite
the lower scores this year when compared with their
2007 performance.
He believes the company’s philosophy in providing
the right product, the right people including its staff,
partners and vendors, is why the company has once
again won reseller confidence.
With In Intel, Gigabyte, Leadtek, Transcend, Lite-on
and Seagate on board, Chiang-Lin believes that Rectron
has the widest range of offerings in the system builder
components space.
The company’s newly installed multi million rand
distribution infrastructure indicates that Rectron
is fully equipped to support its resellers at the
highest level.
“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,” he adds.
 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 Craig Brunsden

1st – Axiz
2nd – Rectron
3rd – Tarsus
WINNER

Technologies
...as it displays excellence.
Axiz
011 237 7000
www.axiz.com

By Stanley Chishala
Leading IT infrastructure distributor Axiz tore Rectron received a 3.71 overall score while Tarsus
through the competition recently to win a category that Technologies took third spot with 3.70.
was heavily contested by broad based distribution Solution providers that voted for Axiz noted a partic-
2008 companies, which represent local best-of-breed ular low point in the value added subset as the distribu-
display vendors. tor polled 3.61 out of a possible 6. Its highest score was
This category also highlights a number of interesting attained in the product knowledge criterion as members
challenges going forward, as seen by the best overall of the channel gave Axiz 3.87.
score that failed to pass the critical 4.00 barrier. The distributor’s performance in this category was
Axiz received an overall 3.77 score from 31 channel summed up with a 3.77 score for contribution to profit
players to take it to the number one spot. Second place margin and a 3.84 mark for product availability.
Display Panels Craig Brunsden, Chief Marketing Officer for Axiz,
6.00
says the company has expanded its range in response to
customer demand.
5.00 “We focus our marketing campaigns around our PC
brands and target specific customer segments with the
four brands we represent, which are Acer, HP, LG and
4.00
Samsung,” he says.
Brunsden says that Axiz’s display panel range has
3.00 become a key part of their business as it represents top
notch vendors in this area.
2.00
“We work hard at ensuring that we’ve got the basics
2nd

3rd
1st

right with good stock availability and competitive pric-

ing, and hopefully this is recognised by our reseller
1.00
channel,” he says.
Brunsden says resellers can expect similar things next
year and beyond.
Axiz Rectron Tarsus “We will continue to work closely with all our ven-
Technologies dors to ensure supply and pricing is competitive in a
very tough and competitive segment of the market,”
he adds.

22 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Consumables: A.C.T.

“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.

The art of
selling Anton Herbst

consumables
1st – A.C.T
2nd – Rectron
3rd – DCC
WINNER

Advanced Channel
Technologies
011 695 1640
www.act3.co.za A.C.T. leads the way.

By Dominic Khuzwayo

Advanced Channel Technologies has won the CRN “While the weak rand means increases in turnover for
Distributor of the Year award in the Consumables cate- ourselves, our peers and resellers, we know this won’t
2008
gory. A.C.T was voted number one with an overall score last. For this reason, our focus has been on putting IT
of 3.87. A.C.T. also came out tops in product availability systems in place, and setting up the right skills develop-
at 3.82 and product knowledge at 3.85. ment processes to build our employees’ capabilities and
According to Anton Herbst, MD at A.C.T, their prod- encourage innovative thinking,” says Herbst.
uct range has remained relatively static, barring the “A.C.T. has tried to keep pricing as consistent as pos-
recent addition of Verbatim and Samsung. sible, since it’s difficult for resellers to ride the massive
Consumables peaks and troughs in the consumable technology
6.00 space today.”
“We’ve also tried, despite rising cost structures, to
5.00
keep our value-added services available to our resellers
at no extra charge,” adds Herbst.
Herbst attributes the solid performance in 2008 to
4.00
regular communications with customers “our
executive networking and update sessions as well as the
3.00 efforts our regional sales managers are making to
understand our customers’ business are also making a
huge difference”.
2.00
2nd

3rd
1st

“With a better understanding of the challenges facing

our customers, we’re more equipped to build compelling
1.00 and 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 expect
A.C.T Rectron DCC more of the same practices from A.C.T.
“A.C.T. strives to be a known quantity and that’s one
thing resellers can count on in these relatively uncertain
times,” says Herbst.

24 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Network Printers: Rectron

“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

Zandre Rudolph
Disti takes network printer category.

By Kaunda Chama
1st – Rectron
This year’s Network Printers category goes to There are many brands out there and everyone sells
WINNER

2nd – Axiz
distribution house Rectron.
011 203 1000 Rectron once again believes that that it is the result of
www.rectron.com having the right product, at the right price, at the right
time, 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-
2008 selves enjoy working with the products. The Rectron
Sales Team push the product and sell it as well as the
support behind the products.
“It has been a team effort and the nomination is
testament that we are heading in the right direction,”
he adds. Rectron achieves the highest score in contribution
to profit margin, product knowledge and product availability.
The company also attributes this to offering the right products.
Network Printers
6.00
5.00
4.00
3.00
2.00
2nd
the same brands. When you compete at all levels selling
something different makes all the difference.
“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,” he says.
Rectron believes its offering allows differentiation and
more freedom on pricing to allow for higher profit
margins. The company also ensures that its products are
well rounded and have extensive collateral available that
cover all aspects of unit technical details – as a well as a
team that knows the products inside out.
The distributors lowest score is for value added ser-
vices and the company is currently evaluating the right
types 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. We
are offering a product that gives customers a lot of free-
dom in many areas and putting our full force behind
promoting the product,” Rudolph says.
Rectron currently does not have a partner programme
in place for the this category. It is expected to be imple-
mented during the first half of next year and will offer a
multi-tiered program for different levels of customers
with varying degrees of benefits.
Looking ahead, Rectron says the network printer
business that is going from strength to strength and
momentum on is picking up daily.

Its number one priority is to build on the past

1st

achievements and take the category to new heights.

1.00 “Continuing to hit the right price points with the
right models is our main focus and ensuring that the
already excellent quality and standards are maintained
is paramount. We will continue to do what we are
Rectron Axiz
doing and improve upon that many times over,”
he concludes.

26 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Impact Printers: Esquire Technologies

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.

Mahomed Cassim
Esquire
takes the Prize
1st – Esquire
Technologies

WINNER
Esquire
Technologies
012 657 1111
www.esquire.co.za

Distributor wins impact printer category unopposed.

By Stanley Chishala
For the second consecutive year Esquire Technologies
retains 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 Tarsus
Technologies, Mustek, Pinnacle Micro and DCC failed to
get the required minimum 10 votes to be considered for
the award.
An analysis of Esquire Technologies’ scores reveals
that there are no specific problems in the area of contri-
2008
wins this category unchallenged is proof that it is serving
its reseller channel best.
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.
Impact Printers
6.00

bution to profit margin, as it scores a healthy 4.22 overall

score. Product availability and value added services 5.00
makes 4.28, while the product knowledge subset gives
Esquire Technologies an overall mark of 4.17.
4.00
It is again worth noting that contribution to profit
margin takes a dip across all areas of technology, as it is
inextricably linked with the current credit crunch and 3.00

global economic crisis.

Esquire works hard to promote the impact printers
2.00
1st

range and its entire product range in its stable.

Despite the tough, prevailing economic climate,
Esquire intensifies its channel marketing initiatives, 1.00

which are two-fold and comprise of direct one-on-one

and ecommunications marketing through its weekly
online newsletters. Esquire Technologies
Although this year the distributor records lower aver-
age ratings when compared to last year, the fact that it

CRN SOUTHERN AFRICA • DECEMBER 2008 • 27

?????????

?????????
>> p31 track record that has been proven time and
time again. “We invest heavily in certifications.”
Its lowest score is in product availability. In reality
some items do not sell and it is almost impossible to
keep everyone happy and immediately supply all needs.
The strategy for this channel is to treat them with
respect and understand their needs.
“Successful partner programmes cover all areas of
partner appreciation 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,”
Tarsus says.
The Tarsus Partner Programme consists of seven
pillars including:

1. Finance: flexible and fair credit terms to the majority

of its resellers. Channel Capital, its new financial services
offering, is backed by several of South Africa’s largest
financial institutions.

2. Pre- and Post-sales Support: provides the technical

expertise to assist resellers in developing appropriate
solutions that match their customers’ needs.

3. Logistics: Staging and Stockholding: involves stock-

holding and forecasting and delivery directly to resellers
or to their end-users.

4. Training and Certification: The Channel Business

College, founded in 2004, offers a series of practical
business 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 good
practice and is fully committed to transformation. Tarsus
is recognised as a Level 3 contributor with a BBBEE
procurement recognition level of 110%.

6. The Tarsus Foundation: has donated more than R1

million in cash and computer systems to non-profit
organisations in South Africa including orphan, AIDS,
and disability trusts, community upliftment programmes
and business development projects. The Foundation has
also developed an internship programme and welcomes
its partners to participate by funding internships or pro-
viding on-the-job training for learners.

7. Loyalty: Tarsus believes in rewarding resellers for their

commitment and its PartnerRewards loyalty programme,
established in 1998 and run in association with its sister
company ACT, is the South African IT industry’s longest
running and most successful loyalty programme.
Tarsus remains committed to assisting partners with
training if they show loyalty and continued support.
 UPSes & DataCenter management: Tarsus Technologies

“Successful partner programmes cover all areas of partner appre-

ciation such as education, customer service, logistics, financial
assistance, black economic empowerment and corporate social 1st –
TarsusTechnologies
investment. At Tarsus we go to great lengths to ensure that our

WINNER
Tarsus
partner programme covers all these key value points.” Technologies
011 531 1000
www.tarsus.co.za

Keeping things
running at all costs 2008

By Kaunda Chama

Tarsus scoops top spot in the UPS and Data
Centre Management Products category and it once again
attributes its success to focus and dedication to its
channel partners.
“We have a focused and qualified pre sales team that
assists sales people and resellers in supplying the correct
solution for the requirement, knowledge is power and
power is money,” Tarsus says.
Tarsus achieves high ratings in technical support and
warranty, product quality and channel programme and
contribution to profit margin. The company believes the
confidence comes from an outstanding > p30

UPSes & DataCenter Management

6.00

5.00

4.00

3.00

2.00
1st

1.00

Tarsus
Technologies

CRN SOUTHERN AFRICA • DECEMBER 2008 • 31

 Multifunction Printers: Tarsus Technologies
1st –
Tarsus Technologies
TarsusTechnologies
2nd – Rectron
3rd – DCC
Tarsus
is on a roll
WINNER
Technologies
011 531 1000
www.tarsus.co.za ...as it displaces its closest arch-rival Axiz.
By Stanley Chishala
Tarsus Technologies is on a roll – it displaces last
year’s winner Axiz in the Multifunctional Printers cate-
gory to scoop top honours.
2008 Channel players awarded the distributor a 3.72 over-
all rating. Axiz has tumbled to fifth position, highlighting
the challenges the distributor is facing in the channel
community this year. Although Tarsus wins this category
with 28 solution provider votes, there isn’t much to
shout about as the distributor scores below the critical
Business Software Suites: Workgroup
Business software suited
By Kaunda Chama
Business software suites category goes to distribution
giant Workgroup and the company’s MD Doug Woolley
says this is result of focus and dedication.
1st – Workgroup “We pride ourselves in our extremely focused
WINNER
approach to managing our business and channel by
011 654 6000 introducing targeted business divisions, each of which
www.workgroup.co.za
focuses 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’t
maximising the product opportunities we’re offering
2008
them. Most of Workgroup’s products today are value
based, which means the emphasis is on empowering our
resellers to provide a total solution rather than entering
into a box drop scenario. Resellers following this sug-
gested approach are reaching great margins, in excess of
the high twenties on a monthly basis.”
The company’s channel strategy is to find the right
partner for the right product solution.
Woolley says: “Our partner program is specific to
34 • CRN SOUTHERN AFRICA • DECEMBER 2008
4.00 barrier in all the subsets solution providers that are
used 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 authorised
to 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 added
services.
each vendor as it’s
Doug Woolley
never a one model
fits 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 fits
all model may suit the FMCG market but our target
areas 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. We
believe that by upskilling our partner base we create value
for them in selling Workgroup solutions. We try and facil-
itate training that is certifiable for both sales and technical
reseller 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 an
award, he says: “I know what works for Workgroup, but
who is to say that our approach would work for another
company? 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 has
as well as its various programmes.

Keeping clients secure
By Kaunda Chama
Distribution house Workgroup scoops the client security
software category in this year’s Outlook Awards. Shirley
Gottschick, the company’s Infrastructure General
Manager and Director, comments that there are so many
reasons why Workgroup deserves this accolade.
Workgroup got the highest score in technical support
and warranty, product quality and channel programme
and product availability; Gottschick comments that this is
because Workgroup offers a range of skilled resources
through its focused business units.
Its lowest was in contribution to profit margin and she
strongly believes that the only way Workgroup can help
its customers is to provide them with the best solution
sets, training and hands on assistance as possible.
With regards to channel strategy, she says: “We have
to understand our clients’ needs and provide solution
that fit their business requirements. We provide contin-
ued support and initiatives to alleviate pain points with
Database & ContentManagement Software: Comztek
Making sense of
By Kaunda Chama
After winning the database and content management
software category in this year’s CRN Outlook Awards,
David Caygill, Business Unit Manager at Comztek says
that the win is a clear result of the hard work and dedi-
cation of the individuals that work within the product
lines that fall within the category.
In this category, Comztek achieved its highest scores
in value added services, product knowledge and product
availability.
“Not so long ago, there was very little demand for
value added services. However, resellers now acknowl-
edge the value of these services. Providing resources
such as a skilled colleague to assist in winning business
for a reseller that does not have the means to finance
that individual, or keeping spares on behalf of a reseller
that does not have the economies of scale to do so, truly
adds value.
Its lowest mark was in contribution to profit margin.
Caygill comments: “Our strategy is not cast in stone and
allows for improvements and adjustments to be made
Client Security Software: Workgroup
channel resellers and our strong BEE credentials assist
our partners in achieving their own BEE goals.”
The distributor’s partner programme is an ongoing, 1st – Workgroup
WINNER
division specific process that ensures its partner’s needs
are addressed. “Each programme is tailormade for vari- 011 654 6000
ous partner segments and vendor offerings that take into
www.workgroup.co.za
account individual concerns and addressing training,
financial solutions and marketing initiatives.”
Gottschick says: “We take training very seriously as
resellers when they are trained become self-sufficient and
able to deliver service to their customers. They must gain
knowledge and confidence in the products they sell. 2008
“I believe skills development is the greatest challenge
facing IT today and we are constantly seeking way to
alleviate this.”
Looking ahead, the company plans to continue its
drive to assist partners in making money by offering
continued training and introducing business
development initiatives.
content
where necessary. We’ll have to go back to the drawing
board and improve on this area. The Outlook Awards are
a great eye opener as they allow one to see both what
WINNER
1st – Comztek
they are doing right and what needs to be improved.”
“Just as important are reseller education and training, 011 848 9000
and the availability of technical resources at all of our www.comztek.co.za
branches. This is what got Comztek where we are and
what will carry us into the future.The Comztek
Appreciation Programme (CAP) is our no frills, straight-
forward channel rewards programme and is about
Comztek showing appreciation to its resellers. It is easy
to understand and to participate in. 2008
With regards to the company’s training, Caygill says
reseller training sessions covering sales, technical, prod-
uct and basic technology are customised according to
resellers’ 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 towards
growing its product offering in the database and content
management software category.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 35
 Development Tools Software: Comztek
Selling solutions for development
By Kaunda Chama
Comztek is the winner of the top accolade in this year’s
development tools software category in the CRN
Outlook awards.
1st – Comztek According to David Caygill, Business Unit Manager
WINNER
at Comztek, credit for the win goes to the team, includ-
011 848 9512
ing channel managers and sales people, who work with
www.comztek.com
the product lines that fall within this category.
“Their hard work, passion and dedication are what
bring us the results we get. The vendors’ support also
helps a lot in achieving what we have,” he comments.
The company achieved its highest scores in value
added services, product knowledge and product avail-
ability.
Accomplished on a regular basis, such activities con-
2008 tribute 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 the
stock management team to ensure that there are no
Graphics Software: Comztek
Comztek has graphics sorted
Disti takes yet another category.
By Kaunda Chama
David Caygill, Business Unit Manager at Comztek says
1st – Comztek that the main reason why his company won the graphics
WINNER
software category is because of the dedication of the
011 848 9512 team, including channel managers and sales people, who
www.comztek.com
work with the product lines that fall within this category.
“Their hard work, passion and dedication are what
bring us the results we get. The vendors’ support also
helps a lot in achieving what we have,” he comments.
“Not so long ago, there was very little demand for
value added services. However, resellers now acknowl-
edge the value of these services. Providing resources
such as a skilled colleague to assist in winning business
2008
for a reseller that does not have the means to finance
that individual, or keeping spares on behalf of a reseller
that does not have the economies of scale to do so, truly
adds value.
“Such activities contribute to the bottom line of that
reseller, ensuring that their future business is stronger than
it is at present. It puts that reseller in a position to grow its
business and move up faster in the value chain, perhaps to
a point where that company can afford that skilled individ-
36 • CRN SOUTHERN AFRICA • DECEMBER 2008
stock issues, ensuring that all orders can be executed
timeously,” he notes. After getting its lowest score in
contribution to profit margin, Caygill comments that the
company’s strategy is not cast in stone and allows for
improvements and adjustments to be made where
necessary. Comztek intends to go back to the drawing
board and improve on this area.
“Comztek is always looking for ways to improve its
product and service offering. Cultivating a fruitful sales
environment, focusing on pre-sales and post-sales, as
well as a proactive approach to renewal business, is a
major part of our channel strategy.
“Just as important are reseller education and training,
and the availability of technical resources at all of our
branches. This is what got Comztek where we are and
what will carry us into the future,” he says.
Looking ahead, Comztek is driving towards growing
its product offering in the development tools software
category at its West, East and Central African branches.
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 the
stock management team to ensure that there are no
stock issues, ensuring that all orders can be executed
timeously,” he notes.
With regards to the company’s training, Caygill says
reseller training sessions covering sales, technical, prod-
uct and basic technology are customised according to
resellers’ training needs. Depending on the level of
training required, it is either conducted by the Comztek
channel manager, a Comztek technical specialist or by a
representative 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 have
not been working as well as they could have, thereby
providing its customers with even greater value.

Systems, networks managed
By Kaunda Chama
The system and network management software category
this year goes to Workgroup.
Doug Woolley, MD of Workgroup comments that his
company has played a special role in the South African
channel for many years.
“We’ve learned from our mistakes and the mistakes of
others and have created and mastered an internal
approach that works. Our channel partners know where
to go to for what and they also know that we’ll come
up with the best solution for their needs, not just the
solution that costs the most or is easiest to move,”
he explains.
Workgroup achieves the highest score in technical
support and warranty, product quality and channel pro-
gramme and product availability. Woolley says: “It’s our
individual business units, which house expert pre-sales
and product managers that are focused on a manageable
Integrating from the middle
By Kaunda Chama
As one of its four Outlook awards this year, distribution
house Comztek took the top spot in the integration
middleware category.
The company’s business unit manger David Caygill
comments that this is an area of our business that has
seen 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 that
reseller, ensuring that their future business is stronger
than it is at present. It puts that reseller in a position to
grow its business and move up faster in the value chain,
perhaps to a point where that company can afford that
skilled individual or a supply of spare parts,” says Caygill.
After getting its lowest score in contribution to profit
margin, Caygill comments that the company’s strategy is
not cast in stone and allows for improvements and
adjustments to be made where necessary. Comztek
intends to go back to the drawing board and improve on
this area.
Meanwhile, Comztek says its Appreciation Programme
(CAP) is a no frills, straightforward channel rewards
Infrastructure Software: Workgroup
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 ‘to 1st – Workgroup
WINNER
fish’ as opposed to ‘feeding’ them. “We believe it works
and this approach leads to long-term success in a chan- 011 654 6000
nel environment that runs without too much reliance on
www.workgroup.co.za
their distributor,” he says.
“While our initial focus is to continue developing and
maintaining our various business units we also constantly
monitor channel changes and updates. We stay in touch
with our partners and pride ourselves in our understand-
ing their requirements and providing solutions that suit 2008
them,” explains Woolley.
Meanwhile, the company’s partner programs are
targeted 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 services
and support.
Intergration Middleware: Comztek
programme and is about Comztek showing appreciation
to its resellers. It is easy to understand and to participate
in. Basically, CAP’s strength lies in its simplicity, accessi- 1st – Comztek
WINNER
bility and consistency. All registered resellers of Comztek
can participate in the programme. Comztek
011 848 9000
With regards to the company’s training initiatives,
www.comztek.com
Caygill says: “Reseller training sessions covering sales,
technical, product and basic technology are customised
according to resellers’ training needs. Depending on the
level of training required, it is either conducted by the
Comztek channel manager, a Comztek technical special-
ist or by a representative from the supplier.” 2008
He says the key to success is simple: Do the basics
right. Decide upon a strategy and work towards it. Allow
for flexibility in your planning while ensuring that you
remain 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, and
refine the aspects of its plan and strategy that have not
been working as well as they could have, thereby provid-
ing its customers with even greater value.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 37
 Network Security Software: E-Secure

“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

eSecure has the right model.

By Kaunda Chama

ESecure Distribution is this year’s winner of the in technical resources and demonstration equipment.
1st – ESecure
Network Security Software category. We provide this for the resellers and end users. What we
WINNER

Distribution
John Hindley, eSsecure General Manager says:
011 545 6200 “eSecure was founded in 2003 and we always believe
www.esquiredisto.co.za in distributing the best product in our particular class.
This award proves that our choice in Blue Coat validates
this award.”
The company has top marks in product availability,
product knowledge and contribution to profit margin.
“We pride ourselves in not only choosing the best
product but also the best people. We have highly trained
2008 and skilled staff, their experience with the product is
unrivaled and we are passionate about the products we
sell,” says Hindley.
Their lowest score is in value added services. He
comments: “I am surprised that we rate low in this
category as our reseller channel has always said that the
value they seek in bringing a new product to market is
Network Security Software
6.00
5.00
4.00
3.00
2.00
1st
don’t have is a rewards programme like some of the
larger distributors.”
eSecure’s channel strategy is that of distribution to
resellers or service providers. “We do not act as a
reseller as well as a distributor. We believe the
distributor and the reseller add value to the end user and
each 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 will
become weaker.”
On its partner programme Hindley explains that
eSecure does not have its own partner programme, as
they are guided by their vendors, however they do
encourage and assist their resellers to become Blue Coat
certified partners.”
Hindley notes that eSecure is an Authorised Training
Centre for Blue Coat. Over the past 16 months it has
trained over 25 students to become Blue Coat Proxy
Professionals in South Africa and seven in Kenya
and Angola. They plan to do all the necessary training
and certification to become a Packeteer Authorised
Training Centre.
“We serve as a bench mark in this regard. We have
and always will strive to do our best, and are very proud
of our achievements. We are a small company working
in such a big space and if we can do it then so can the
others,” says Hindley.
Looking ahead, eSecure intends to improve on its

rating in the value added services category.

1.00 “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
eSecure
Distribution 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,” he concludes.

38 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Storage Management Software: DCC
“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
DCC top performs again.
By Kaunda Chama
Anamika Budree, storage specialist at distributor Drive
Control Corporation (DCC), on the news that DCC is
been nominated as best in the storage management soft-
ware category, says that DCC has for many years been
at the forefront of storage management in South Africa.
“We constantly strive to be up to date with the latest
technology and ensure that our storage solutions cater
1st – DCC
WINNER
for a wide and diverse market. We constantly engage
with the suppliers of our products to guarantee that
011 201 8927
www.drivecon.net there is a high focus on training - for us and our cus-
tomers,” she says.
The company achieves the highest score in product
availability, product knowledge and contribution to prof-
it margin.
She explains: “We have an excellent in-house logistics
management system and have well-managed service
level agreements (SLAs) with our suppliers. We con-
2008 stantly look at ways to improve the supply channel to
ourselves and our customers.
“We believe very strongly that our most important
asset is our staff. We invest a substantial amount of
money and effort to staff training and the transfer of
knowledge between our employees. We also maintain
excellent relationships with our suppliers who act as our
Storage Management Software
6.00
5.00
4.00
3.00
2.00
1st
1.00
DCC
40 • CRN SOUTHERN AFRICA • DECEMBER 2008
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 researched
and documented as part of our internal knowledge data-
bases.”
Budree adds that the core of DCC’s business is built
around customer relationships, trust and integrity. “We
ensure that our pricing is transparent and fair to our
customers. 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 strategy
is to embark on a programme to identify the value-add
services our customers require over and above what we
currently offer. Based on this input our business plan
aims 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 offer
technical expertise, Proof of Concepts (PoCs), training
and installation,” she says.
Budree says DCC has invested in a training centre
that uses for training reseller partners on an ongoing
basis.
“Most of our training stems from requests from our
reseller partners and resellers. However in 2009 we
endeavour to host more structured training.
We also have the facility to offer sales-based training
as well as high-end technical training at our premises.
In addition our dedicated product specialists visit
reseller partners to assist with day-to-day needs,
training individuals and assisting with certifications,”
she explains.
“I believe in persistence and focus. Those companies
that did not win this year should never give up. They
need to work together within their organisation to strive
for excellence,” Budree says.
The company plans to involve the retention of exist-
ing reseller partners, acquiring new resellers and their
clients, developing the resellers’ product knowledge and
technical capability to ensure growth in market share.
It will also investigate potential new product lines to
broaden its storage management offering.

Leading the virtual space
Graham Vorster Westcon takes it.
By Kaunda Chama
Westcon AME distributor comes out tops in the
virtualisation technology category.
Graham Vorster Westcon’s CTO says it is because the
company worked actively over the past year to define and
roll out a Secure Data centre programme to complement
its 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 our
existing vendors in the Data Centre such as Cisco and
APC to name two,” he comments.
The distributor achieves highest scores in product
availability, product knowledge, product availability and
value added services.
Westcon’s lowest score is in contribution to profit
margin. Vorster says the company’s secure data centre
strategy has been growing steadily, and it expects signifi-
Filtering the net
By Kaunda Chama
ESecure Distribution is this year’s winner of the
Web Filtering Software category.
The company had top marks in product availability,
product knowledge, product knowledge and contribution
to profit margin.
John Hindley, the company’s General Manager says:
“eSecure prides itself in not only choosing the best product
but also the best people. We have highly trained and skilled
staff, their experience with the product is unrivaled and we
are 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 said
that the value they seek in bringing a new product to
market is in technical resources and demonstration
equipment. What we don’t have is a rewards programme
like some of the larger distributors.”
Regarding its approach to the channel, eSecure’s
channel strategy is that of distribution to resellers or ser-
vice providers. “We do not act as a reseller as well as a
distributor. We believe that the distributor and reseller
add value to the end user and each has its place in the
Virtualisation Technology: Westcon
cant contributions to continue in the channel and its
defined verticals.
Westcon also established the Westcon Academy more 1st – Softline
WINNER
than three years ago, which offers various training courses Accpac
that include:
011 803 7327
 Vendor accreditation training
www.accpac.co.za
 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 development
Westcon’s secure data centre strategy will continue 2008
to develop resellers through marketing support
and training initiatives. Market development initiatives
will 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 data
centre environment.
Web Filtering Software: E-Secure
sales channel to the end user. Therefore the two should
remain focused on what they do best, if you start to
combine the two one of the chains will become weaker. 1st – Blue Coat
WINNER
eSecure is an Authorised Training Centre for Blue
Coat and during the past 16 months it has trained over 011 545 6200
www.bluecoat.com
25 students to become Blue Coat Proxy Professionals in
South Africa and seven in Kenya and Angola. “We aim
to become a Packeteer Authorised Training Centre.”
“We serve as a bench mark in this regard and we have
and always will strive to do our best, and are very proud
of our achievements. We are a small company working
within such a big space, and if we can do it then so can 2008
other companies,” says Hindley.
Looking ahead, eSecure intends to improve its rating
of value added services.
“Value added service is a service to those who perceive
it as valuable. As the company giving the service, it is not
up to us to decide on the value but to those paying for
the service. We will address this with our reseller base
and ask them what they perceive as value and will look at
how we can implement the necessary steps to change
this,” he concludes.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 41
 Blade Servers: Axiz
Keeping it well served
By Kaunda Chama
Craig Brunsden, Chief Marketing Officer at Axiz
says his company’s nomination as the top distributor in
the blade server category is due the company’s under-
standing of the market and what it needs in terms of
1st – Axiz current technology.
WINNER
The company achieves its highest scores in
011 237 7000
contribution to profit margin, product knowledge and
www.axiz.com
product availability.
Brunsden says: “We’re delighted that our efforts in
this sector are recognised by our customers. We’ve
focused intensely on our product knowledge, with dedi-
cated support skills and tools to ensure our sales team
and resellers are equipped to compete. Product availabil-
ity has also been a major improvement area for us and
we’ve invested in systems and technology to improve
2008 our product management. This has yielded results in the
past year.”
However Axiz scores lowest in value-added services. The
company intends to improve this by expanding its product
range and skills to take advantage of the opportunities.
“Our approach is purely channel focused, working
Commercial DesktopPCs: Tarsus Technologies
Tarsus scores with commercial
desktop PCs
1st – Tarsus
WINNER
Technologies
011 531 1000 By Kaunda Chama
www.tarsus.co.za
Tarsus Technologies is the top performer in the
commercial desktop PCs category.
“We have a focused and qualified pre sales team that
assists sales people and resellers in supplying the correct
solution for the requirements. Knowledge is power and
power is money,” Tarsus says.
Tarsus achieves highest scores in technical support
2008
and warranty, product quality and channel programme
and contribution to profit margin. This track record is
attributed to the fact that invests heavily in certifications.
Tarsus’s lowest score is in product availability. Its
approach to the channel is to treat them with respect,
and understand there needs.
“Successful partner programmes cover all areas of
partner appreciation such as education, customer ser-
vice, logistics, financial assistance, black economic
42 • CRN SOUTHERN AFRICA • DECEMBER 2008
with a clearly
segmented but broad Craig Brunsden
base of resellers and
tailoring our plans to suit each customer segment. For
example, an enterprise reseller may not need our
pre-sales skills to the same degree as an SME reseller
does, but they may need more complicated roll out
management,” explains Brunsden.
Axiz’s Ledibogo Partner Programme is currently
focused on development of BEE SME resellers and
there are no immediate plans to change it.
“With our general reseller we’re focusing on improv-
ing our key contact points and using customer feedback
to improve on areas important to them. These include
access to our sales team, alternative ways of interacting
with us, product knowledge and availability,” he says.
Brunsden also says Axiz continues to assist in
driving vendor certification programmes and regular
update sessions.
Axiz is geared towards continued improvement and
focus on those partners who supported it in 2008.
empowerment and corporate social investment. At
Tarsus 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 seven
pillars: Finance; Pre- and Post-sales Support; Logistics,
Staging and Stockholding; Training and Certification; A
BEE 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 association
with its sister company ACT. It is the South African IT
industry’s longest running and most successful loyalty
programme.
Tarsus remains committed to assisting partners with
training if they show it loyalty and continued support.

Distributor gives good notes
By Kaunda Chama
Distribution house Rectron scoops the notebook
and mobile computers category in this year’s Outlook
awards.
Rectron responds that it is about having the right
product, at the right price, at the right time, and having a
product that people want.
Rectron achieved the highest score in contribution to
profit margin, product knowledge and product availability.
The company also attributes this to having the right
products that has contributed in a big way.
With a lot of brands out there and everyone selling the
same brands competing at all levels – selling something
different makes all the difference.
Rectron’s offerings allow differentiation and more
freedom on pricing allowing for higher profit margins.
The company also ensures that its products are well
rounded and have extensive collateral available,
covering all aspects of the technical unit details and
a team that knows its products inside out. The
distributors lowest score is for value added services
SME Volume Servers(1 to 250): Pinnacle Micro
Keeping the Pinnacle of
server volumes
Pinnacle Micro at the top.
By Kaunda Chama
Distribution powerhouse Pinnacle Micro scoops top
spot in the SME volume servers (100 to 250) category.
“We have focused a lot of energy and resource on
growing this product line and have appointed depart-
ment heads to focus on the VAD model of pre sales
support on our server configuration. In addition we have
pre built servers to match applications and we have
made stock readily available in all our branches,” the
company says.
Pinnacle Micro achieves the highest score in value
added services, product knowledge, product availability
and contribution to profit margin.
It comments: “We try to give the dealer double digit
margin and our offers stack up well in the value versus
power arena so it works well for our dealers.”
Notebooks & Mobile Computers: Rectron
and the company is evaluating the right types of services
on offer.
Once these have been finalised and assessed thor-
oughly the value adds will increase to offer a tangible 1st – Rectron
WINNER
benefit to customers.
Rectron currently does not have a partner programme 011 203 1000
in place for the notebooks category but this is in the
www.rectron.co.za
pipeline and a multi-tiered program for different levels of
customers 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 past
achievements and take the category to new heights.
Introducing new models and a range that is cutting edge 2008
using the latest technology is a must.
“Continuing to hit the right price points with the right
models is a major focus and ensuring that the already
excellent quality and standards are maintained is
paramount. We will continue to do what we are doing
and improve many times over,” Zandre Rudolph, sales
director, Rectron.
1st – Pinnacle
WINNER
Micro
011 265 3000
www.pinnacle.co.za
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 small
items such as brackets sometimes run out,” he notes.
Pinnacle focus on supporting the channel with VAD 2008
services, making stock readily available and providing
profit 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’ training
programme launched last year and plans to refresh the
initiative in 2009, while at the same time continuing with
similar initiatives.
The company plans improve on all its efforts and
initiatives to hopefully double its volumes next year.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 43
 SME Volume Servers(1 to 100): Axiz

“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 Craig Brunsden

Axiz also take SME volume servers.

1st – Axiz By Kaunda Chama

WINNER

Distribution house Axiz gets top accolade in the
Axiz
011 237 7000 SME volume servers category for 2008.
www.axiz.com Craig Brunsden, Chief Marketing Officer at Axiz says
the company’s nomination as the top distributor in this
particular category is due to its understanding of the
market and what it needs in terms of current technology.
“Axiz understands the HP brand and the various
server solutions and is able to bring the HP value-add
to our resellers by offering relevant stock with the
2008 technical and presales expertise, to ensure a smooth
implementation of a server solution – be it tower, rack
or blade,” he comments.
The company achieves highest scores in contribution
to profit margin, product knowledge and product
availability.
Brunsden says: “We’re delighted that our efforts in
Client & Server Processor
6.00
5.00
4.00
3.00
2.00
1st
this sector are recognised by our customers. We’ve
focused intensely on our product knowledge, with
dedicated support skills and tools to ensure our sales
team and resellers are equipped to compete. Product
availability is also a major area of improvement for us.
We’ve also invested in systems and technology to
improve our product management, which has yielded
results in the past year.”
However Axiz scores low in value-added services.
Brunsden responds to this by affirming that that the
company aims to improve this area. Although the
company focused more on issues like availability and
knowledge over the past year, it plans to expand its product
range and skills to take advantage of the opportunities.
“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 enterprise reseller may need our pre-sales
skills to the same degree as an SME reseller, but they
may need more complicated roll out management,”
explains Brunsden.
Regarding the company’s partner programme, Axiz’s
Ledibogo Partner Programme is currently focused on
developing BEE SME resellers and there are no imme-
diate plans to change this.
“With general resellers we currently aim to improve
our key contact points and use customer feedback
to improve on areas important to them. These

include access to our sales team, alternative ways of

1.00 interacting with us, product knowledge and availability,”
he says.
Axiz continues to assist in driving vendor certification
programmes and regular update sessions. The company
Axiz
is geared towards continued improvement and will
continue to focus on those partners who supported
them in 2008.

44 • CRN SOUTHERN AFRICA • DECEMBER 2008

 ?????????

Champions of the channel

Once 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 company
proved 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.

Kaunda Chama – editor

46 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Client & Server Processors: Intel
Intel manufacturing process
always the best
By Dudu Shaba
1. Intel Intel has won the Client and Server Processors
2. AMD
WINNER
category of the Channel Champion Awards 2008.
Jean Zorich, distribution business manager, Intel, says
Intel
that Intel South Africa has placed major emphasis on the
011 806 4530
channel and has worked hard to establish and maintain a
www.intel.co.za
strong presence in the market. “We value our customers
and I think they realise this,” she comments.
The company achieved the highest score of 3.38 for
Technical Support; 3.31 for Product Quality; 3.25 for
Contribution to Margin and Product Quality; and 3.19
for Channel Programme.
Zorich says over the past 40 years Intel has main-
2008 tained an exceptional level of product quality.
“Our manufacturing process is regarded as one of the
best in any industry and we will never compromise in
this area.
With regards to the company’s training initiatives and
commitment to resellers, Zorich says training and edu-
Embedded PCs: AMD
AMD a champion
1st: AMD By Dudu Shaba
2nd: Intel AMD has come first in the Embedded PCs category
WINNER
3rd: VIA of the CRN Channel Champions Awards 2008. Imi
Mosaheb, country general manager SA, says that AMD
AMD
has always been a leader in low-power solutions for the
011 883 6502
www.amd.com embedded segment.
“When we made our solutions available in 2008 we
experienced immediate customer adoption. Ingram
Micro, an AMD master distributor, has committed to
supporting and supplying these AMD solutions to the
local market,” he comments.
The company achieved the highest score of 4.14 for
Product Quality; 4.03 for Technical Support or
2008
Warranty; and 3.97 for Channel Programme and
Support.
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, the
margin models are not attractive for the reseller but the
48 • CRN SOUTHERN AFRICA • DECEMBER 2008
Jean Zorich
cation is a top priority for Intel. “It is important that our
channel is comfortable with our roadmap and the new
technologies we are continually launching. We offer
training to the channel in the form of our twice-a-year
Intel Channel Conferences.
“Technical training sessions are also held twice a year
in different places around the country. We have various
international training events which our resellers attend
every year. We also offer private training where we go to
our customers and train their staff. Our website is filled
with training modules to keep you busy till infinity and
beyond,” she comments.
“Our channel will be equipped to deal in areas they
have never been in before. This will allow for growth
and hopefully good margins! We see convergence
between CE, IT and the mobile space. In the past, these
were very separate industries, we now see them as a
larger playing field for us,” she concludes.
Imi Mosaheb
gross profit margin is still better than the competitive
offering. It is very common for the channel to discount
AMD and AMD-based systems. If you compare this
with other multinational brands, the strategy of provid-
ing more value for the budget is pursued over a pricing
discount strategy. This occurs worldwide and the local
channel has failed to recognise and leverage this margin
and revenue opportunity,” he explains.
Mosaheb says that AMD partners and sales teams are
consistently briefed and trained through small group
sessions. The key success factors for stakeholders are
immediate action to the awareness of the products and
their 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, the
mass acceptance of the brand through increased retail
activity,” he concludes.

Moment of truth
Tony Chiang-Lin
By Dominic Khuzwayo
Gigabyte came first is the in the System Builder
Components (Memory, CPU) category. With an overall
score of 3.92, and managed to lead the likes of Intel and
Kingston.
“Gigabyte offers quality products and services with its
Ultra Durable range of motherboards and graphics
cards. Rectron has in house repair centres for Gigabyte
motherboards and graphics cards,” says Gigabyte‘s
spokesperson Tony Chiang-Lin, components business
manager, Rectron.
“Gigabyte also offers top-quality desktop and gaming
chassis as well as the full Gigabyte Odin, Odin Pro and
Odin GT power supply series. This gives our channel
partners a total quality solution to choose from,” adds
Chiang-Lin.
According to Chiang-Lin, Gigabyte leads the PC
industry with new quality and technical standards.
Did it again
Tracey Lawler
3Com staying on the first seat.
By Stanley Chishala
For the second time in a row, 3Com has walked away
with the number one seat in the enterprise wireless
products category with a whopping 4.28 score.
Cisco scoops second place with an overall score of
3.40.
If you are wondering what keeps the company in the
top spot Tracy Lawler, Channel Manager, 3Com Africa,
says that 3Com has an engine for continuing innovation
in its China-based operation H3C. This brings its
customers advanced technologies and also lower costs
which enable 3Com to deliver more for less.
With regards to the improvements that 3Com has
made Lawler adds that 3Com products also benefit from
huge research and development (R&D) resources that
are based in China.
“We have 2 500 engineers focused on R&D and
innovation and this is constantly reflected in our portfolio.
3Com products use the latest silicon and other power-
System Builders Components: Gigabyte
1st – GIGABYTE
“This is most apparent with the introduction of solid 2nd – Intel
WINNER
capacitors on Gigabyte Ultra Durable motherboards in 3rd – Kingston
2006. By 2007 almost every motherboard maker was
Gigabyte
using solid capacitors.
011 203 100
In 2007 Gigabyte introduced Japanese solid capaci- www.gigabyte.co.za
tors, low RDS (on) MOSFETs and Ferrite Core Chokes
on its Ultra Durable 2 motherboards –now almost every
motherboard maker includes these components in its
high-end models,” explains Chiang-Lin.
“Gigabyte will continue to innovate and drive perfor-
mance and quality standards in all of its product lines. 2008
“We are ready for the launch of the next generation
Intel Core I7 CPUs with an extensive (and unequalled)
range of X58 chipset motherboards. Our Ultra Durable
3 and X58 chipset motherboards will be our major
marketing focus for the next two quarters,” concludes
Chiang-Lin.
Enterprise Wireless Products: 3Com
1st – 3Com
2nd – Cisco
WINNER
3Com
saving innovations for greater energy efficiency. They
011 300 2300
offer greater performance for less cost than the www.3com.com
competition. We are also bringing new technologies to
the market such as IP video surveillance,” says Lawler.
3Com’s contribution to profit margin is at 4.30 and
Cisco comes in behind at 3.42.
Says Lawler: “It is our price and performance that
distinguishes us from our competitors. Customers want 2008
value and 3Com delivers value through a unique cost
model, which other vendors cannot match.”
In addition, 3com’s channel programme keeps the
company going.
Its channel programme supports the channel in reach-
ing enterprise and Government customers.
”Our growth is based on our commitment to being a
channel-centric company that supports partners and
acustomers with strong 3Com consulting and network
engineering skills,” concludes Lawler.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 49
 Enterprise Networking Hardware(LANs & WANs): HP ProCurve

“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 Lorna Hardie

1st – HP
ProCurve
WINNER

2nd – 3Com
ProCurve proves why it grows.
011 785 1000
www.procurve.com By Dominic Khuzwayo
HP ProCurve proves that it is a leader in the network Hardie explains that ProCurve’s business is based on
environment by taking top spot in this year’s CRN focus, innovation and service. It solutions are developed
Enterprise Networking Hardware (LANs) category. with the customers’ current and future needs in mind.
“HP ProCurve has been growing at a phenomenal rate HP ProCurve has an incredible best-in-class product
over the past few years, in fact earlier this year we were and solution range to suit a broad spectrum of networking
growing almost four times the growth rate of the requirements for small and medium business (SMB)
2008 networking industry,” says Lorna Hardie, Business Unit and corporate and enterprise customers.
Manager, HP ProCurve SA. “We provide an exceptionally aggressive return on
“As a dynamic company our passion for growth and investment value offering in the short and long term,
the fact that we are the second largest enterprise net- which in the current economic climate, is extremely well
working vendors, we constantly look for ways to add received across multiple markets,” says Hardie.
value to our customers,” adds Hardie. One of HP ProCurve’s recent successes is the acqui-
sition of Colubris Networks, a US-based global provider
of intelligent wireless networks for enterprises and ser-
Network Printers vice providers.
6.00
HP plans to integrate Colubris’ extensive product line
into its ProCurve Networking product portfolio, which
5.00 will expand HP ProCurve’s reach into vertical markets
such as hospitality, transportation, healthcare, manufac-
turing, service provider and education.
4.00
In addition Hardie says that channel remains an inte-
gral part of HP and the HP ProCurve strategy and is an
3.00
extension of its team. “We value them as our partners
and are constantly ensuring that their business objectives
2.00 are met, as they do the same for us.
2nd
1st

“Today, there is no question that change is a

constant and the pace of change is fiercely accelerating
1.00
all the time.”
“We look at how we can assist organisations to
remain competitive in the face of change. It is key for
HP Procurve 3Com companies to avoid overspending by investing in the
correct networking products, solutions and services
from the start,” says Hardie.

50 • CRN SOUTHERN AFRICA • DECEMBER 2008

 SME Networking Hardware (LANS & WANS) : Netgear
Success pays up
1st – Netgear By Dominic Khuzwayo
2nd – Cisco Success is simply a matter of luck; ask any failure, this
WINNER
3rd – 3Com is according to a famous quote by Earl Wilson.
In the CRN Channel Champions awards luck doesn’t
Netgear
come into it but success makes you a winner.
011 351 9800
www.netgear.com Netgear is proof of that – as it is the winner of the
SME 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 increased
brand awareness and market penetration for the prod-
uct range, which is available nationwide through its
2008 exclusive distributor, Duxbury Networking,” says
Graham Duxbury, CEO Duxbury Networking.
“Netgear is encouraged by the fact that the small to
medium sized enterprise (SME) market in SA is very
supportive of the range, which offers suitable solutions
for most companies in a variety of different commercial
and industrial sectors,” adds Duxbury.
SME Wireless Products: D-Link
D-Link excels
By Dudu Shaba
1st- D-link D-Link has won the SME Wireless Products category
1st- Cisco
in the CRN Outlook Awards 2008, as voted by solution
WINNER
2nd- Netgear
providers in the channel. The company scored 3.92
D-Link votes out of a possible 6.00.
012 665 2165 Tobie van Schalkwyk, D-Link country manager
www.dlink.com attributes this to affordability, quality and flexibility.
“D-Link offers a vast range of wireless products that
are easy to configure and affordable to all. Add a dedi-
cated team and distribution partners to the equation and
you have a winning recipe,” he remarks.
The company achieved a highest score of 4.13 for
product quality, 4.00 for technical support, 3.83 for
channel programme and support, and 3.74 for
2008
contribution to profit margin.
Van Schalkwyk says that this is due to the company’s
attention to detail.
With regard to contribution to profit margins, he
comments that D-Link is very competitively priced.
“The low score for contribution to margin comes as a
surprise. D-Link is always looking at new ways to
introduce technology at an affordable price to all – hence
our slogan “Building Networks for People”,” he says.
52 • CRN SOUTHERN AFRICA • DECEMBER 2008
Graham Duxbury
Netgear believes that this support is forthcoming
because of its dedicated focus on R&D. As a result it
brings products that meet the growing networking needs
of SMEs and with Netgear ‘big company’ features are
available at affordable prices.
“Netgear is constantly upgrading its products in line
with 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 email
applications to conduct their business,” say Duxbury.
“Netgear continues to develop products aimed specif-
ically at the SME market with a firm focus on training
and support for its channel partners, under the Duxbury
Networking banner.”
“We are committed to bringing affordable security
solutions to the market and we continually improve our
existing product range,” he adds.
Tobie van Schalkwyk
According to Van
Schalkwyk, channel focus has always been one of the
company’s main priorities.
“We also have a unique Test Drive Programme in
place 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 using
the Test Drive campaign resellers are rewarded with Plus
Points,” he explains.
With regard to the company’s training initiatives and
commitment 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 SA
on a regular basis. He highlights that the DCE course
will be replaced in 2009 with D-Link Certified Specialist
and D-Link Certified Professional courses as part of a
global initiative.
“In 2009 we will continue to focus on our channel
partners making sure the service and products we sup-
ply to the market are the best offerings available,” Van
Schalkwyk concludes.
 VoIP: Cisco

“Cisco will execute a glob-

al strategic initiative to
1st – Cisco
empower small businesses

WINNER
Cisco
with networked products, 012 663 5831
www.cisco.com
services and support.” –
Prabashni Pillay, Cisco SA

Prabashni Pillay

2008

Are you ready!

Cisco shakes the stage.

By Dominic Khuzwayo

Cisco comfortably won the VoIP category in the
Channel Champions’ awards this year. Cisco was voted
number 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 market
transitions faster than its competitors, but it is able to
help 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 a
Going forward, Pillay mentions that Cisco will look to
working closely with channel partners to capitalise on the
globalisation of business and the growth of multinational
businesses worldwide.
“Also, Cisco will execute a global strategic initiative to
empower small businesses with networked products,
services and support,” concludes Pillay.
VoIP
6.00

pioneer in using the Internet and its own network to

improve its business practices. Each year, Cisco intro- 5.00
duces new applications/technologies, enhances existing
ones and increases adoption of technologies to improve
4.00
its own operational efficiencies.”
According to Pillay, Cisco sells more than 80 per cent
of its technology solutions through the channel. “We are 3.00

committed to providing partners with the necessary

training, incentives and tools to grow their businesses
2.00
1st

and serve customers across all industries.

“Together with our partners we are leading the cre-
ation of the next generation channel strategy, the 1.00

Collaborative Channel. Even in this challenging macro-

economic environment collaboration is rapidly becoming
a business imperative and needs to be a mutual priority. Cisco
“We are building collaboration into every element of
our channel strategy to enable innovation and differentia-
tion,” she says.

CRN SOUTHERN AFRICA • DECEMBER 2008 • 53

 Barcode Printers: Zebra
Looking ahead, Zebra aims to provide continued
Well coded
commitment to its channel, including further devel-
opment by providing best of breed solutions to fur-
Zebra leads the barcode category.
By Kaunda Chama
This year’s barcode printers and accessories category
went to Zebra Technologies one of the leading global
providers of barcode printing solutions and is represent-
ed in over 90 countries.
The company has had a local presence since 2005
and says it has the ability to offer the necessary tools
with respect to technical, sales and marketing require-
ments to its channel partners.
“In addition to the quality of our products, it is
1st – Zebra
Technologies important for us to have representation from a local per-
spective to effectively support our distributors, partners
WINNER
011 201 7712 and end customers,” says Janine Mc Ewan, regional
www.zebra.com manager Zebra Technologies South Africa.
The company achieved its highest scores in technical
support and warranty, product quality and channel pro-
gram; she comments: “Zebra solutions are used by more
than 90 percent of Fortune 500 and global 2000 com-
panies to improve business processes, increase produc-
tivity, and strengthen security. Over six million Zebra
printers have been sold worldwide.
“Our PartnersFirst Programme implemented in 2006,
2008 is a suite of programmes tailored to help our partners
enhance the end-value of Zebra products and increase
customer satisfaction.
“With this model in place, we were able to provide a
framework for business growth and provide our partners
with on-hand access to marketing, training and technical
tools, creating top of mind awareness,” says Mc Ewan.
Incorporated in the PartnersFirst model, Zebra pro-
vides local technical training courses and tools that
enable its partners to provide a value add solution offer-
ing, complimentary to its product or service offerings.
“At Zebra Technologies, we believe that success
comes from creating opportunities. And the best way to
create opportunities is to establish dynamic partnerships
with organisations whose products, services, resources,
skills, and/or expertise complements our business,” she
comments.
She adds that currently the company sees a number
of projects that its partners our involved with, who offer
the required value add which in turn enables partners to
maintain healthy margins.
“Where project purchases are viewed more as a com-
modity purchase, purchasing behavior differs whereby
benchmark pricing is requested. These types of purchas-
ing patterns can create strong competitor influence and
in some cases, create unnecessary margin pressure.
“Zebra consistently supports our partners by provid-
54 • CRN SOUTHERN AFRICA • DECEMBER 2008
ther support its partners.
ing our PartnersFirst members with access to specialised
resources that include numerous tools, introducing part-
ners to our brand, products, markets, applications and
what makes Zebra unique,” explains Mc Ewan.
As Zebra only supports an indirect Sales model, it is
able to achieve a very loyal and dedicated channel.
Zebra is continuously looking to improve on services
offered to channel partners such as our PartnersFirst
channel programme, as a primary supporting tool to
achieve desired results.
“PartnersFirst is tailored to meet local market needs
and conditions. The programme will continue to be
developed in response to changing market requirements.
“Sub-tracks within our PartnersFirst channel pro-
gramme, recognise channel partners with specialist
expertise, knowledge and/or training. Current sub-
tracks are RFID Specialist Partners, Kiosk Specialist
Partners, Supplies Specialist Partners, Zebra Authorised
Service Providers (ZASP), and Independent Zebra
Authorised 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 Kiosk
and Cards.
“Due to the recent acquisition of Swecoin, the Kiosk
and Ticket printer manufacturer, we have added a new
sub track to support newly acquired partners, as well as
providing our continued support to existing partners
specialising in these products. With the recent integra-
tion of the Zebra Cards division incorporated in the
Barcode division, we have now implemented Card sub
tracks; amongst others to provide a clear discount and
certification model for our Card partners,” she explains.
On the training side, included in its PartnersFirst
channel program, the Zebra Authorised Service Provider
(ZASP) program sub-track aims to build and maintain a
global network of Zebra resellers who have demonstrat-
ed a commitment to providing quality service and sup-
port for all Zebra products. ZASPs are endorsed and
promoted by Zebra for providing field service repair.
Looking ahead, Zebra aims to provide continued
commitment to its channel, including further develop-
ment by providing best of breed solutions to further
support 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.

One winner
Albert Fayard
By Stanley Chishala
Epson is the winner of the CRN 2008 Channel
Champions in the consumables category with an overall
score of 3.57.
Albert Fayard, General Manager, Epson SA says Epson
is a progressive company, trusted throughout the world
because of its commitment to customer satisfaction, envi-
ronmental conservation, individuality and teamwork.
“Epson is confident of its collective skills and meets
challenges 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 programme
has significant impact on and contributes greatly towards
the company’s overall growth in southern Africa.
Epson currently has 199 channel partners throughout
southern Africa, comprised of ‘Gold’, ‘Silver’ and
Epson maintains
Albert Fayard
highest standard
By Dudu Shaba
Epson has been voted best in the CRN 2008 Outlook
Awards’ Impact Printers category by solution providers.
The company achieved an overall score of 3.50 out of a
possible 6.00.
Albert Fayard, GM, Epson SA says Epson has won
this category because it is leading in this market, and few
manufacturers are still producing these printers.
“Epson has strengthened its market share in this seg-
ment and still does R&D on impact printers and strives
to improve the technology,” he comments.
The company achieved its highest score of 4.00 for
Product Quality with 3.41 for Channel Programme and
Support; 3.35 for Contribution to Profit Margin; and
3.24 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 are
durable and can handle the tough working environments
they operate in, thereby giving customers peace of mind.
This can be confirmed by the large number of older
Consumables: Epson
‘Bronze’ partners that are grouped according to revenue
1st – Epson
targets set by Epson.
2nd – Canon
“The company’s partners have helped to grow our
3rd – HP
revenue by R280 million in 2007; increasing hardware
WINNER
sales by 17 percent to 80 000 units; and supplies sales by
4 percent, from 550 000 to 580 000 units.” 011 201 7741
Fayard cites some of the challenges they face, such as www.epson.co.za
the use of cartridges and inks that are not as carefully
designed for use in specific Epson printers, which result
in 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 possible
price and the second conducts a needs analysis with each 2008
customer to supply the correct printer for that customer’s
needs. The second type of reseller does not necessarily sug-
gest the most affordable printer and usually generates
repeat business to ultimately ‘win’ in this environment.
“Epson’s core technologies uplift our everyday lives
and change the way we communicate and go about our
business,” says Fayard.
Impact Printers: Epson
model dot-matrix/impact printers that are still operating
WINNER
after years of service,” he says. 1st Epson
The company’s lowest score was in the Technical 011 201 7741
Support category. www.epson.co.za
“Technical support is and will always be a subjective
category. It all depends on a customer’s experience when
they require technical support,” Fayard comments.
Fayard says the company offers technical training for
resellers through its technical partner company Partserve.
He says any product training required by resellers is 2008
arranged with the respective account manager from
Epson’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 that
will be less expensive but high on features. We will be
entering the high-volume label printing market in 2009
which will broaden our product offering for our prospec-
tive customers,” Fayard concludes.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 55
 Display Panels: LG

“LG is an innovator as well as a major

player in the global flat-panel display
market.” – Tony dos Santos, LG
Electronics SA.

Tony dos Santos, LG

Dominating the
game wins
1st – LG
WINNER

LG Electronics
011 571 6700
www.lge.com

LG best player.

By Stanley Chishala

Unlike 2007 where there were two winners, this year consumer electronics, mobile communications and
2008 LG proved that some things are not for sharing by win- home appliances, employing more than 82 000 people
ning in the Peripherals (Display Panels) category with working in over 110 operations, including 81 sub-
an overall score of 3.64. sidiaries around the world.
Tony dos Santos, divisional manager, LG Consumer “LG’s products feature unique technological advance-
Sales says, “LG is an innovator as well as a major player ments. For example; LG’s intelligent sensor technology
in the global flat-panel display market. incorporated in the Scarlet LG60 TV consumes up to
“LG is a global leader and technology innovator in 69.5 per cent less power. This is the same technology
Display Panels that helps other LG LCD TVs achieve their energy effi-
6.00 ciency and picture quality,” explains Dos Santos.
Looking at what LG has improved in its products,
5.00
Dos Santos mentions that it has increased its line-up to
include more full HD models as well as a differentiated
cosmetic appeal. “Our new 42 LG80 has moving speak-
4.00
ers as well as surround sound. This feature is one of
LG’s unique selling points,” he says.
3.00 According to Dos Santos, one of LG’s highlights of
2008 was the launch of Scarlet, one of the world’s
slimmest LCD TVs at just 45mm.
2.00
1st

“It is LG’s flagship LCD TV for 2008, giving viewers

the ability to calibrate the image precisely and automati-
1.00 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 to
LG become one of the top three global players in consumer
electronics by 2010. We are taking a proactive approach
to energy and environmental issues, and are working to
enhance our expertise and capabilities in these areas.”

56 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Large Format Printers: HP

“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
Ensuring that customers get the right advice and solutions.

By Dudu Shaba
HP has been voted best in the Large Format Printers identified HP large format printers as being synonymous
category of the CRN Channel Champions Awards 2008. with quality,” he comments.
WINNER

1st – HP Thibault Dousson, channel manager, HP, says the
011 785 1000 company has adopted a focused channel approach to
www.hp.co.za the sales and service of these products. “Part of the
focused channel approach is to provide extensive train-
ing from a sales perspective but it also includes being
capable of servicing and repairing the products,” he says.
The company achieved its highest score of 3.55 for
Product Quality; 3.18 for Contribution to Profit Margin;
2.91 for Channel Programme and Support; and 2.73
2008 for Technical Support. Dousson says that the large
format printer environment is very specialised and also
very competitive.
“By definition, customers that acquire large format
printers are professionals such as architects, professional
photographers and CAD/CAM users. These professions
require precision. Clearly, these professionals have
Client & Server Processor
6.00
5.00
4.00
3.00
2.00
1st
On the lowest score achieved, he says HP is encour-
aging its resellers to carry out repairs themselves thereby
becoming independent.
“This strategy also allows resellers to own the cus-
tomer because they not only own the solution and the
supply chain but also the service and repairs of the
product. This is taking some time to implement but HP
is seeing the benefits of this programme,” he comments.
With regard to the company’s training initiatives,
Dousson says HP constantly solicits feedback from its
resellers to ensure it keeps in touch with what is impor-
tant to them.
“We strive to bring the best learning experience to
our resellers by providing them with relevant training at
the right time through the right medium in order to
match the right skills to their business needs. Our goal
is 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 our
reseller channel. Further, HP resellers that are trained
and certified are rewarded by HP for their investment,”
he says.
Looking ahead, Dousson says HP is upgrading and
expanding its Preferred Partner Programme to include a
new Gold level.
“The Gold level extends the added-value proposition
of HP’s Preferred Partner Programme by rewarding and

protecting resellers who seek the uppermost level of HP

investment and commitment to the best total customer
1.00
experience. HP Gold Preferred Partners tend to fit
into one of two categories; those seeking growth
through specialisation and those who are very large HP
HP partners,” he concludes.

58 • CRN SOUTHERN AFRICA • DECEMBER 2008

 Multifunctional Printers: Canon
New Champions
1st – Canon By Stanley Chishala
2nd – HP For the first time, Canon topples last year’s winners
WINNER
3rd – Lexmark Lexmark off the top to snatch first prize in the
Multifunctional Printers (MFPs) category.
Canon
Canon’s overall score of 3.89 sealed the deal and HP
011 265 4900
www.canon.co.za comes close second with 3.34. Lexmark made a slide to
third 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 is
down to its commitment to research and development
(R&D). Also its innovative products help it to weather
2008 economic storms and make the most of prosperous
times.
According to Janse van Vuuren one of the highlights
this year was its four road shows that were held across
the country.
“The road shows were bolstered by our products.
Network Printers: HP
Network printers a necessity
The differentiator is the ease of implementation.
By Dudu Shaba
HP has been voted as best in the Network printers
Category for the CRN Channel Champions Awards
WINNER
2008. Thibault Dousson, channel manager, HP, says
1st – HP
that most HP printers are available with the network
011 785 1000
capability as an option.
www.hp.com
“Likewise, duplex, stacker and wireless options are also
available. However the differentiator is the ease of imple-
mentation. This is done through simple processes which
include the implementation of universal drivers, manage-
ment of devices and performance monitoring of the
devices.
As the customer requirements for networking become
2008
pervasive, the fact that printers must be easy to network is
not an option, it’s a necessity,” he comments.
The company has achieved the highest score of 4.06
on product quality, 3.94 on channel programme and
support, 3.88 on contribution to profit margin and 3.06
on technical support. Dousson says that the cost per
page, print quality, TCO and reliability are some of the
considerations that customers look at when making a
decision on their products.
60 • CRN SOUTHERN AFRICA • DECEMBER 2008
Michelle Janse van Vuuren
In addition, Photokina recently provided the ideal
opportunity to take 12 partners to the foremost Canon
exhibition in photo video innovation.”
“We continue to launch innovative products that are
focussed on various segments of the market – from
entry-level to professional users. We’ve also recently
made a number of groundbreaking photo video
announcements,” says Janse van Vuuren.
“As our competitors and product range increase so
does the marketplace and we are all competing for the
same shelf space,” adds Janse van Vuuren.
She adds that Canon has no global or countrywide
channel programme. “We choose to deal directly with
our partners and negotiate with them individually to
meet their specific requirements.”
“We will continue to uphold our reputation as a con-
stant and loyal vendor partner to the South African
channel,” she concludes.
On the lowest score achieved, Dousson says that the
newly Authorised Service Partner Program enables spe-
cialists to benefit from HP’s high-quality expertise, to
ensure they have the necessary information to provide
the highest levels of both pre- and post- sales services to
meet customer needs.
With regards to the company’s training initiatives for
resellers, Dousson says that HP constantly solicits feed-
back from resellers to ensure they are in touch with
what is important to them.
Looking ahead, Dousson says that HP is upgrading
and expanding its Preferred Partner Programme to
include a new Gold level.
“The Gold level extends the added value proposition
of HP’s Preferred Partner Programme by rewarding and
protecting resellers who seek the uppermost level of HP
investment and commitment to the best total customer
experience. HP Gold Preferred Partners tend to fit into
one of two categories, those seeking growth through
specialisation and those who are very large HP
partners,” he concludes.

Symbol Moto wins
Mark Kelly
By Dominic Khuzwayo
Symbol Technologies which has now been bought by
Motorola won the channel champions awards in the
Point of Sale category. With some of the Symbol
products still in the market, it was not a surprise to see
them coming first with an overall score of 3.09.
The Symbol products used to have a Motorola logo but
now all has change as the products comes only in Motorola
brand. Mark Kelly, country manger, Motorola says,
Motorola provides a range of retail solutions designed to
transform 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 shopping
experience: Sales associate VOIP communication devices
for in-store and store to store communications will
become common. Micro Information Kiosks for cus-
Keeping things running
By Kaunda Chama
Once again APC by Schneider Electric takes the UPSes
and Data Centre Management Products category.
“APC by Schneider is the leading company worldwide
in providing infrastructure solutions to meet the chang-
ing current day Data Centre needs.
“The driver for change has been the Blade server
technology, coupled with consolidation and
Virtualisation. The Legacy way of building data centres
does not meet current day needs and APC by Schneider
is 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 technical
support and warranty, product quality and channel
programme.
Larger UPS units and solutions are backed up by
APC’s own service teams that are located in all major
cities. “The channel therefore can sell our products and
solutions knowing they have full support and access to
our technical and service teams.”
APC’s lowest score is in contribution to profit margin,
to which Schreiber says: “APC by Schneider Electric is in
POS Solutions: Symbol
tomer facing application for price look ups, product 1st –
information and in store helpdesk; portable personal Symbol/Motorola
WINNER
shopping for self scanning, self check out and gift reg-
Motorola
istry will result in solution providers providing a more
011 800 7800
complete solution. www.motorola.com
According to Kelly, POS is improving business,
“Stock visibility across stores, product on shelve and
information at your fingertips. And shop assistants being
more informed and gathering shopper habits.”
And recently Motorola‘s Enterprise Mobility business
launched two new mobility devices, the CA50 and 2008
MC75. The CA50 is intended for ‘indoor’ use, while the
rugged MC75 is ideal for field work, incorporating a
range of features including GPS.
And looking at the future of Point of Sale Kelly says:
“No out of stock situations will occur with automated
replenishment and minimal queues due to proper
reporting.”
UPSes & Data management Products: APC
process of launching new African reseller programmes,
which will include benefits such us marketing develop-
ment funds and lead generation. 1st – APC
WINNER
“Resellers are encouraged to step up their level of
accreditation with APC, by Schneider Electric, so that 011 465 5414
www.apc.com
they are able to receive these funds. Another benefit
includes our Opportunity Registration Programme,
which is a discount structure for partners who register
their larger opportunities with APC first.”
This programme offers up to 6% additional discount
and partners are encouraged to get accreditation levels
that include Authorised, Silver or Gold. APC continu- 2008
ously looks at new products to sell in Africa such as Back
UPS RS, which are competitively priced.
In addition Silver and Gold Partners benefit from the
APC Opportunity Registration Programme that rewards
silver and gold partners by protecting them on presale
designs and consulting investments for generating
incremental deals for APC Solutions.
APC is focused on the continuation of the
training and empowerment initiatives that were started
this year.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 61
 Networking Security Hardware: Symantec
Symantec first in Network Security
By Dudu Shaba
Symantec has been voted as best in the Network
Security Hardware Category for the CRN Channel
1st – Symantec Champions Awards 2008. Mark Smissen says that
WINNER
this is as a result of innovation coupled with channel
011 804 4670
partners who are driven to succeed.
www.symantec.co.za
The company has achieved the highest score of 2.64
in both technical support and channel programme and
support programme and a score of 2.45 for both the
contribution to profit margin and product quality
categories.
Smissen states that the Symantec Partner Programme
management is a dedicated function within Symantec
that benefits all, he says that skills development is
2008 handled at a central point in Symantec for the channel.
“Symantec has expanded its technical support
offerings, most notably the successful debut of our
Business Critical Support which offers dedicated
technical account management and pro-active
environmental reviews.
Client Security Software: Symantec
Symantec remains firm
Symantec shines in Client Security Software.
1st Symantec By Dudu Shaba
WINNER
011 8044670 Symantec has been voted as best in the Client
www.symantec.co.za Security Software category for the CRN Channel
Champions Awards 2008. Mark Smissen, commercial
manager, 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 2.76
on technical support, 2. 64 on channel programme and
2.45 on both contribution to profit margin and product
2008
quality categories.
“Symantec has not settled for cobbling together out
dated technology to address the new threat protection
needs, instead our investment in research and develop-
ment has created a technology platform that is years
ahead of the competition. This trend will continue
unabated into next year,” he comments.
The lowest score was in the contribution to profit
margin category, Smissen, believes that as more
62 • CRN SOUTHERN AFRICA • DECEMBER 2008
As more Symantec partners qualify for the aggressive
rebates on offer, the profitability of Symantec products
will soar. As stated at the annual Symantec Partner
Summit, there is almost R200m in extra profit available
to the channel,” he comments.
Smissen says that Symantec enhances the competen-
cies of partners, strengthens their go-to-market offerings
and rewards the channel directly for its success. He adds
that the Symantec Partner Programme offers prestige,
annuity revenue streams while maintaining a careful
balance by rewarding effort, initiative and competency.
With regards to the company’s training initiatives, he
says that Symantec has launched the Partner University
aimed at providing the hands on skill necessary to
implement, upgrade, troubleshoot and support
Symantec technology.
Looking ahead, Smissen says that Symantec will be
delivering on the promise of further integration and
advances in product quality.
Symantec partners qualify for the aggressive rebates on
offer, the profitability of Symantec products is soaring.
“As stated at the annual Symantec Partner Summit,
there is almost R200m in extra profit” available to the
channel,” he comments.
Smissen says that Symantec enhances the competen-
cies of partners, strengthen their go-to-market offerings
and rewards the channel directly for its success. He
adds that the Symantec Partner Programme offers
prestige, annuity revenue streams while maintaining
a careful balance by rewarding effort, initiative and
competency
In addition to that, he says that Symantec has
launched the Partner University aimed at providing the
hands on skill necessary to implement, upgrade, trou-
bleshoot and support Symantec technology.
Looking ahead, Smissen says that the company will
be delivering on the promise of further integration and
advances in product quality.

Accpac CRM solution
Jacqui Scorgie
remains a valuable tool
By Dudu Shaba
Softline Accpac has been voted as best in the CRM
category for the CRN Channel Champions Awards 2008
by the solution providers in the channel.
Jacqui Scorgie, Channel Marketing Manager, Softline
ACCPAC says that the strength of functionality and
quality of Accpac CRM, which is unrivalled in the
mid-market ERP space, has undoubtedly achieved it the
accolade.
She adds that the sales and technical support that the
company has provided to the channel has also con-
tributed to the number one position.
The company has achieved the highest score of 3.71, in
the Technical Support category, 3.65 on Product Quality,
and 3.59 in Channel program andsupport and 3.47 in
contribution to profit margin.
On the low profit margin rating, she says that Accpac
CRM forms a part of the entire Accpac ERP offering and
CRM: Softline Accpac
is often one piece of the overall solution pie. Thus, its 1st – Softline
WINNER
contribution to the channel’s overall Profit Margin may Accpac
be nominal compared to the rest of the system. 011 803 7327
With regards to the company’s training initiatives,
www.accpac.co.za
Scorgie says that its plan is to implement some form of
Web-based training, taking into account the daily time
constraints on channel partners, who are mostly with
clients during the day.
For 2009 she says that a new channel initiative for
their partners, is its loyalty programme, Accpac 360° 2008
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 South
Africa, in the areas of travel, leisure and entertainment,
health and wellness, home and décor and more,”
she concludes.
 Databases & Content Management Software: Oracle
“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.”
1st Oracle
Oracle is highly reliable
WINNER
011 319 4000
www.oracle.com
By Stanley Chishala
Oracle has been voted as best in the Database and
Content Management Software Category for the CRN
Channel Champions Awards 2008. Ike Ngwena, Oracle
Channel and Alliances Director, says that Oracle
products and industry solutions are recognised by several
independent research companies as market leading. He
2008 says that Oracle Database is recognised as the number
one Database product in the world and Oracle Fusion
Middleware is a Leader in areas such as Enterprise
Portal, Application Server and Enterprise Performance
Management.
In addition to that, he says Oracle Partner Network
(OPN) is globally recognised as one of the world’s lead-
Databases & Content Management Software
6.00
5.00
4.00
3.00
2.00
1st
1.00
Oracle
64 • CRN SOUTHERN AFRICA • DECEMBER 2008
Ike Ngwena
ing partner programmes. The company has achieved the
highest score of 3.40 in Product Quality, 3.27 in both
Channel Programme and Support and Technical
Support and 3, 07 in Contribution to Profit Margin,
Ngwena says that Oracle’s product leadership,
product strategy commitment to completed, integrated
and open solutions and on-going R&D investment
continue to keep its products ahead of the curve
and attract partners to the OPN.
“Simultaneously, programmes such as Oracle
Accelerate and the Oracle Remarketer Programme will
continue to make it easier for partners to engage with
the company and identify new opportunities to drive
revenues. There has never been a better time to be part
of the 20,000-strong global Oracle Partner Network,”
he says.
With regards to the company’s training initiatives for
resellers, Ngwena says that in the past financial year
Oracle has delivered more than 79,000 instructor led
training days and more than 37,000 online training
courses to its partners across Europe, Middle East and
Africa on current and acquired product sets.
Looking ahead, Ngwena says that Oracle is always
focused on increasing the level of partner participation
and presence in its marketing and business development
activities with clearly defined success metrics.
“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,”
he concludes.

SAP bridges the gap
Allowing high quality projects in Large Enterprise and the SME sector.
By Dudu Shaba
SAP has been voted as best in the Systems and
Enterprise Business Applications category in this year’s
awards. Hildburg Hofer, SAP channel director, SME
Africa, says that SAP has been nominated in this category
because of the product portfolio that allows delivering high
quality projects within the large enterprise space down to
the lower SME space.
The company has achieved the highest score of 4.00
in contribution to profit margin, 3.64 in product quality
and technical support, and 3.73 in channel programme
and support.
Hofer says that SAP has a partner program that is
unique in rewarding not only sales transactions but also
for capacity-building activities such as training and cus-
tomer satisfaction.
Our strategy is based on a targeted number of select
Microsoft takes the award
Colette Damant
By Dudu Shaba
Microsoft has been voted as best in the Operating
Systems Category for the CRN Channel Champions
Awards 2008. Colette Damant Partner Strategy and
Programmes Group Manager, Microsoft SA.attributes
this to the company’s technical enablement and
co-marketing programs that delivers value to their
partner ecosystem.
The company has achieved the highest score of 4. 33
in technical support, 4.17 in both contribution to profit
margins and product quality and 3. 75 in channel pro-
gramme and support. Damant says that Microsoft is
are continually working to enable its partners to better
deliver the solutions and services that the marketplace
demands.
With regards to the company’s training initiatives,
Damant says that one of the cornerstones of its partner
programme is helping their partners to expand their
skills base.
Partner Skills Plus is the gateway to exclusive certifica-
tion offers. Partners can save on practice tests and exams
Enterprise Business Applications: SAP
1 st – SAP
WINNER
partners who provide exceptional value-added solutions 011 235 6000
in the markets we need to address. That means deliver- www.sap.com
ing high value in their SAP solutions, and in customer
satisfaction – especially for midsize companies that have
unique demands for customisation and for SAP solu-
tions,” Hofer says.
With regards to the company’s training initiatives and
commitment for resellers in the channel, Hofer says that
SAP is focusing on building a high quality channel the 2008
partner program is specifically geared for enablement of
the partners. Looking ahead, Hofer says that SAP wants
to 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 of
many thousands of SME companies, thereby achieving
both their and our business goals,” he concludes.
Operating Systems: Microsoft
1 st – Microsoft
2 nd – Novell
3 rd – Red Hat
WINNER
to help grow their expertise and fulfill certification
Winner:
requirements. They can also gain access to Microsoft 1. Microsoft
developer tools, operating systems, servers and produc- 086 022 5567
tivity applications, including the latest evaluation and www.microsoft.com
beta software,” he says.
Microsoft’s Partner Programs Vision is that any one
partner 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 ever 2008
before, and our technical enablement and co-marketing
programs are delivering unparalleled value to our Partners.
“We will always evolve to remain relevant. We’ve
made modifications to the Microsoft Partner Programme
since 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.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 65
 SME Business Applications: Softline Pastel
Softline Pastel keeps things simple
By Dudu Shaba
Softline Pastel has been voted as best in the SME
1st – Softline Business Applications category for the CRN Channel
Pastel
WINNER
Champions Awards 2008. Daryl Blundel, Sales
Director, Softline Pastel, says that its approach has
Softline Pastel
always been to keep things simple.
011 304 3600
www.pastel.co.za “We are in a very fortunate position in that we devel-
op our own products and our software development
teams are based in South Africa, unlike our competitors
we are not subjected to lengthy delays nor do we have to
wait or struggle to influence development teams based
in other countries who tend to place little emphasis on
the needs of the African market,” he says.
The company has achieved the highest score of 4.75
2008 in the technical Support category, 4.69 in product quality,
4.58 in channel programme and support and 4.44 in
contribution to profit margin.
Blundel says that the company has made huge invest-
ments in the state-of-the-art call centre technologies to
manage the call logging process as well as a continuous
Systems & Network management software: Microsoft
Microsoft is the only choice
By Dudu Shaba
Microsoft has been voted best in the Systems
and Network Management Software category of the
CRN Channel Champions Awards 2008.
Colette Damant, Partner Strategy and Programmes
WINNER
Group manager, Microsoft SA says the company has
1st – Microsoft
been in the management business for more than a
086 022 5567
www.microsoft.cpm decade and has market-leading products for Windows
infrastructures.
The company achieved its highest score of 3.90 for
Channel Programme and Support, and Product Quality;
3.70 for Technical Support; and 3.40 for Contribution
to Profit Margin.
Damant says that Microsoft needs to do a better job
of telling its partners how to take advantage of the mar-
2008
ket opportunities created by its technologies.
“Our partners can learn what factors influence busi-
ness performance and how they can improve theirs
when they take the Microsoft Partner Profitability
Assessment, one of many Microsoft Partner Programme
resources that can help partners to grow their business,”
she says.
With regard to the company’s training initiatives and
commitment to resellers, Damant says one of the cor-
66 • CRN SOUTHERN AFRICA • DECEMBER 2008
real-time monitoring and report management system pro-
viding stats about the number of calls logged, time to
answer 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 South
Africa, Namibia, Zimbabwe and Zambia. We continually
invest in new markets.
With regards to the company’s training initiatives,
Blundel says that the company’s ongoing success is
dependent on the skills it has in its channel.
Looking ahead, Blundel says in 2009, Pastel will
continue to invest in R&D.
“We will increase our focus on skills development in
schools and SME entrepreneur programs. We plan on
growing our coverage by leveraging partner relation-
ships into growth territories. We will also look be more
vertically aligned while developing a community of soft-
ware developers who build specific applications for
industry verticals,” he concludes.
nerstones of its part-
?????????
Colette Damant
ner programme is
helping partners to expand their skills base.
“Through the Partner Learning Centre, partners can
grow their expertise to help them capitalise on new
market opportunities. They can choose from hundreds
of 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 and
exams to help grow their expertise and fulfil certification
requirements. They can also access Microsoft developer
tools, 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’ve
made modifications to the Microsoft Partner
Programme since its inception to streamline processes
and add new resources. It’s vital that the programme
remains relevant and effective for our partners. The evo-
lution is based on partner feedback and industry
changes, with the goal of promoting partner business
growth,” Damant concludes.

‘Born to rule’
By Dominic Khuzwayo
One of the leaders in Business Intelligence, SAS
Institute proves again that it is the number one vendor,
in the Business Intelligence category in the 2008 CRN
Outlook awards.
Murray de Villiers, general manager: shared services
and alliances, SAS Institute SAS SA, attributes its
winning streak to the strong focus on an integrated BI
platform and the technology that supports it.
“We provide our customers and partners with a
solution for critical business decision-making for small
and large enterprises,” he says.
SAS is first with an overall score of 3.73 and also
takes the majority of votes for technical support.
De Villiers says: “At SAS we stick to our knitting and
we focus on being the best at what we do.”
“This filters through to our channel partners through
training and support on key projects. Our software has
seen some significant advances, through a host of new
Development tools goes to IBM
A tried and tested brand.
By Kaunda Chama
IBM’s Rational product is well known for its enterprise
strength end-to-end solutions in the software develop-
ment space, which is why the company takes top spot in
the development tools software category this year.
“We have strengthened this position with some recent
acquisitions in the build and deploy space with Build
Forge as well as the security testing for web applications
arena with the Watchfire tools.
“Our most recent acquisition of Telelogic further
expands our lead in the systems and embedded
applications space.
This is the third year we have been nominated as the
best in this category, which clearly shows that we are
delivering products to the market that are solving the
customer’s burning issues,” Ravi Bhat, Business Unit
Executive South Africa, IBM Software Group.
He adds that with the various incentive programmes,
IBM encourages the channel to add value to the sales of
its tools, and in doing so earning additional margin and
services revenue.
“From a product quality and support point of view,
Business Intelligence: SAS
additions to our EIP offering, ensuring that we stay
aligned to customer needs, and providing customers with
true business intelligence with powerful analytics,” adds 1st – SAS
WINNER
de Villiers. SAS Institute SA
SAS fell short on contribution to profit margin with 011 713 3400
the lowest score of 3.50. But de Villiers says that the
www.sas.com
SAS Reseller Programme has specific incentives for
channel partners to improve their profit margin.
SAS channel partners have access to comprehensive
training programmes and initiatives and is an area on
which renewed emphasis has been placed over the
past year. 2008
And looking at 2009, de Villiers explains that SAS will
remain ahead of the pack and continue to provide South
African and African customers with the best business
intelligence solutions in the market.
“We aim to be back in this leader spot, through the
provision of value, superior products and excellent
service to our channel and our customers,” he says.
Development Tools Software: IBM
IBM invests significant time and money into the develop-
ment of our products and when we go to market with 1st – IBM
WINNER
either a new product or a new release of an existing
product, we make sure that the product lives up to our 011 302 9111
www.ibm.co.za
high standards.
IBM gets its lowest score in technical support and
warranty, and Bhat comments that complex technical
support issues are dealt with jointly by channel partners
and an international IBM support team.
Meanwhile, IBM’s sales model is to engage through
the channel partners and they have a number of channel 2008
programmes to incentivise and drive the channel to sell
the Rational product.
IBM offers classroom based technical training and
certification; web based training, web casts, international
product conferences and local sales enablement.
Bhat comments that IBM will definitely focus on
keeping 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.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 67
 Infrastructure Sofware: CA
Experience wins
CA’s 20-year old formula never fails.
By Kaunda Chama
“CA has provided solutions for infrastructure
1st – CA management in the distributed environment for the best
WINNER
part of 20 years and our customers have benefited from
011 236 9111
this experience. Now our partners are also seeing the
www.ca.com
value of working with a company that has so much
experience in this field.” This is the word from Carol-
Ann Searra, channel manager at CA.
She was commenting on her company’s winning in
the Infrastructure Software category adding that CA’s
partners can go to market knowing that the solutions
they are backing are solid.
The company achieved the highest scores in contribu-
2008 tion to profit margin, product quality and channel pro-
gramme and support, to which she says CA’s enhanced
partner programme is a global partnering framework
that supports the sale of CA solutions through all chan-
nel partner routes to market.
Searra adds that the channel has found the new
Integration Middleware: Citrix
Citrix remains a global leader
A trusted name in Application Delivery Infrastructure.
1st: Citrix By Dudu Shaba
2nd: IBM
WINNER
Citrix has been voted best in the Integration
3rd: CA Middleware category for the CRN Channel Champions
Citrix
Awards 2008 by the solution providers in the channel.
011 875 6400
www.citrix.com Nick Keene, Country Manager, Citrix Systems, says
that Citrix is the global leader and the most trusted
name in Application Delivery Infrastructure (ADI).
“We work closely with 7,000 partners in over 100
countries, assisting more than 215,000 organisations to
deliver any application to users anywhere with the best
performance, highest security and lowest cost.
ADI is software and hardware that enables the deliv-
2008
ery of mission-critical applications, operating systems
and productivity tools to customers, partners and
employees everywhere. It includes components for
desktop, application and server virtualisation, resource
provisioning, application acceleration, access control,
monitoring and WAN optimisation,” he says.
The company has received a high score of 4.33 in
technical support and warranty, 4.17 in both product
quality and contribution to profit margin and 3.75 in
68 • CRN SOUTHERN AFRICA • DECEMBER 2008
Carol-Ann Searra
enhancements refreshing and financially rewarding.
After getting its lowest score in technical support and
warranty, she says: “Most definitely the focus will be on
three key areas: improving responsiveness, lowering the
backlog and knowledge management - all with an aim
of increasing overall customer satisfaction. With regard
to knowledge management, CA is reviewing what is out
there and updating and/or retiring documents where
necessary as well as creating new, quality documents to
improve the self-service experience for customers.”
“There are three levels (Silver, Gold, Platinum) based
on 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 to
continue investment in research and development.
Nick Keene
channel programme and support.
Keene says that their local channel partners, who are
the cornerstone of success in SA, act as trusted advisors
on planning application delivery strategies.
With regards to the company’s training initiatives and
commitment to resellers, Keene says that training is at
the core of the Citrix partner strategy.
“Our highly ranked certification program has recently
been redesigned to provide entry-through expert-level IT
professionals with expanded offerings by role and spe-
cialisation, as well as streamlined update paths that
make it easier for IT professionals to stay current. Citrix
is well positioned as a leader in the Application Delivery
Infrastructure market to continue to help, support and
develop 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 for
application delivery, from the data centre to the
desktop,” he concludes.

Symantec delivers the promise
Commitment to the channel model remains unchanged.
By Dudu Shaba
Symantec has won the CRN Channel Champions
Awards 2008 in the Storage and Management Software
category.
The company has achieved the highest score of 4.75
in technical support, 4.69 in product quality, 4.58 in
channel 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, most
notably the successful debut of their Business Critical
Support which offers dedicated technical account man-
agement and pro-active environmental reviews.
“As more Symantec partners qualify for the aggressive
rebates on offer the profitability of Symantec products
Systems & Network Management Software: Novell
Natural winner
Michelle Beetar
Novell takes systems and network management.
By Kaunda Chama
Solutions company Novell has won this year’s
Systems and Network Management category. The
company says this is due to the fact that its products are
renowned in the industry for their stability, performance,
ROI and scalability.
Michelle Beetar, country manager Novell SA says the
company has won many prestigious awards validating its
reputation in the marketplace.
“Novell Technical Services is a truly global support
organization with over 700 engineers based in call
centres and field offices worldwide, including
Johanesburg, SA.
Beetar adds that Novell is committed to making its
partners more profitable. With regard to increasing tech-
nical contribution to profit margin, Novell will provide
unlimited electronic and telephone support.
She adds that in its efforts to become a partner-
centric company, it will stay committed to facilitating its
partners. “Novell’s channel strategy is built on four key
Storage Management Software: Symantec
1 stSymantec
WINNER
011 8044670
will soar. As stated at the annual Symantec Partner www.symantec.co.za
Summit, there is almost R200m in extra profit available
to the channel,” he remarks.
Smissen says that Symantec enhances the competen-
cies of partners, strengthen their go-to-market offerings
and reward the channel directly for its success. He adds
that the Symantec Partner Programme offers prestige,
annuity revenue streams while maintaining a careful bal- 2008
ance by rewarding effort, initiative and competency.
“Symantec has also launched the Partner University aimed
at providing the hands on skill necessary to implement,
upgrade, troubleshoot and support Symantec technology,”?
Looking ahead, Smissen concludes that Symantec will
be delivering on the promise of further integration and
advances in product quality.
1st – Novell
WINNER
pillars. First and foremost, we are committed to making
our partners profitable. Secondly, we are making it easier 011 322 8300
www.novell.co.za
for our partners to work with us within their business’
framework. Third, we will continue investing in our
partners. Finally, we are committed to doing everything
we can to enable our partners to grow their business,”
explains Beetar.
Regarding what the company’s partner programme
has in store for the future, she mentions that the drive 2008
for PartnerNet 2009 will be around four key pillars;
increasing partner profitability, reducing the cost of
being a partner, improving partner sales support and
strengthening the Novell brand to create greater demand
in the marketplace.
“A new track we are introducing in 2009 is the System
Integrator Track. This is designed to support system
integrators’ custom practice lines and outsourcing
services which embrace Novell technology as part of an
integrated solution,” she explains.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 69
 Virtualisation Technology: VMware
The reward for investment
VMWare sees returns.
By Kaunda Chama
1st – VMware After winning this year’s Virtualisation Technology
WINNER
category, VMWare’s country manager Chris Norton
011 575 6718
comments that for two years the company has invested
www.vmware.com
heavily in a world-class delivery team in southern Africa.
Norton believes the company’s VIP partner
programme is one of the best on the market today,
providing its partners with high-value tools in the
pre-sales, sales, marketing and enablement programmes
as well as high-level support.
Regarding its lowest score for contribution to profit
margin, Norton comments: “In any new market the ini-
2008 tial investment costs are always high but the partners
who have backed the technology and invested over the
past 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.”
Web Security Software: Blue Coat
Innovtion innovation
By Kaunda Chama
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 Web
1st – Blue Coat Security Software category.
WINNER
The company has been adding functionality to ensure
011545 6200 customers’ networks are safe and at the same time giv-
www.eseuredist.co.za
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 100
per cent channel-focused company and knows that its
partners need margin to be able to invest in and grow
their businesses.
“With our distributor, eSecure, we aim to provide the
2008
best market and margin opportunity to our reseller part-
ners,” says the company’s spokesperson.
After not scoring so well in technical support and
warranty, Blue Coat says that with the acquisition of
Packeteer it has increased its EMEA sales and support
force, including a regional SE manager for southern
Africa who is based in Johannesburg. It has recently
invested heavily in technical support people in its sup-
port labs around the world.
70 • CRN SOUTHERN AFRICA • DECEMBER 2008
Chris Norton
He says VMWare is a very channel-centric company
and values its channel model. “We believe that our suc-
cess is a result of the channel’s support. Our continued
growth and success can only be sustained through deep
and meaningful partnerships at all levels of the southern
African IT community,” comments Norton.
He adds that VMware is committed to offering
world-class partner programmes to meet the needs of
every 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, he
says 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 direct
investment in our business and reward them through
marketing programmes and rebates,” concludes Norton.
As a 100 per cent channel-focused company Blue Coat
wants to reward channel partners who have invested in
Blue Coat sales and technical knowledge. The company is
about to merge its previous Packeteer and Blue Coat
channel partner programmes to provide one programme
to 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 to
multi-day classroom training, depending on the partner
level required.
Web security threats are changing rapidly, with an
increased emphasis on financial and data loss. Some
Web threats may only be active for a brief time, so
solutions need to deliver instant defence.
“There are some parts of the defences that can be
best delivered by appliances and some that are best
delivered from “in-the-cloud’ services – a hybrid
solution for most customers. We are also seeing a
growing need for security and networking solutions that
merge to deliver additional value to customers,” the
company concludes.
 Networking Storage Management Software: Fujitsu Siemens
The power of quality
By Kaunda Chama
This year’s Networking Storage Hardware award
went to Fujitsu Siemens which attributes the win to the
fact that it has a strict policy on quality throughout every
aspect of its business.
“This commitment extends from research and devel-
opment, through engineering, manufacturing and co-
operation with leading alliance partners to ensure that
our products fulfil their specified role in their operational
environment,” the company says.
Fujitsu Siemens achieved its highest scores for contri-
bution to profit margin, product quality and technical
support and warranty.
The company says this is due to the fact that it adopts
a solutions- and service- oriented approach, which it
couples with high-quality manufacturing standards. This
ensures that its channel partners have confidence in its
products. Channel partners benefit from implementing
solutions on which they can stake their reputation and
HP adds more value to
Rory Green channel partners
Hearing partners’ voices to succeed.
By Dudu Shaba
HP has been voted best in the Blade Servers category
of the CRN Channel Champions Awards 2008 by
solution providers. Rory Green, product manager,
Industry Standard Service, HP, says the blades market is
by far the fastest growing segment of the server market.
“We believe that our success in the blade market can be
attributed to sustained investment in the local channel in
the form of sales and technical training as well as offer-
ing support to our customers throughout the sales
process,” he says.
The company achieved a score of 4.17 in the Channel
Programme category; 4.08 for Technical Support; 3.92 for
Product 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 training
sessions based on solution selling.
“As the blades section of the market is growing so
the reliability of the company’s technology makes for a
more cost-effective sale.
1st – Fujitsu
Meanwhile, Fujitsu Siemens has looked at channel Siemens
programmes and determined that the best approach is to
WINNER
make its programme as uncluttered and simple as possi- 011 236 5500
ble. “This has resulted in our programme being simple, www.fujitsu-siemens.co.za
with tangible benefits, including free sales and pre-sales
training, bonuses, incentives, and a direct contact into
Fujitsu Siemens Computers.
With regard to the company’s training initiatives, it
says its Select Partners receive free certified sales and
pre-sales training. This is in the form of both online and
face-to-face training. 2008
Looking ahead, Fujitsu Siemens says: “We will contin-
ue building on our success, and research and analyse the
requirements 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.”
Blade Servers: HP
1st: HP
2nd: IBM
WINNER
3rd: Sun
HP
aggressively, the focus from the various blade vendors as
011 785 1000
well as increased focus from channel partners is making
www.hp.com
this marketplace quite competitive. What makes HP
Blade Systems such a powerful solution, is that you now
no longer sell only servers, but are integrating into your
customer’s LAN and bringing a great set of management
tools into their environment.
“All of these points are areas to grow your share of 2008
wallet and complement hardware margins with services
margins. On top of this, we have the “Partner for
Growth” programme which is a deal registration pro-
gramme where partners can register blade opportunities
and receive additional discounts,” he remarks.
Green says the channel has done an amazing job in
making HP Blade Systems the success they are today.
“We want to continue the work we are doing as well
as keep an open ear to our partners for areas we can
improve,” he concludes.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 71
 External Storage Back-up Systems: Iomega
“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
Channel focus keeps paying off.
By Kaunda Chama
Storage specialist Iomega has again scooped the top
award in the External Storage Backup Systems category.
The company says this is because it has demonstrated a
pioneering approach to data storage and protection.
1st – Iomega
“Iomega was one of the first companies to recognise
WINNER
the importance of the trend towards digital photography
www.iomega.com and entertainment for home use, which resulted in
increased demand for larger storage capacities that are
reliable and portable.
“The company also accurately predicted the rapid
growth of the home office/small enterprise market
segment and developed storage products aimed at
meeting the need for secure data storage in ever-
increasing capacities, along with storage aimed
2008 specifically at networking (NAS),” explains Michelle
Kasselman, Iomega key account manager SA.
These innovations have led to the development of
products ranked worldwide as best in class based on
quality, design, innovation and software.
“Virtually since its introduction in SA, Iomega has
focused on developing business through the reseller
External Storage Back-upSystems
6.00
5.00
4.00
3.00
2.00
1st
1.00
Iomega
72 • CRN SOUTHERN AFRICA • DECEMBER 2008
Michelle Kasselman
channel and has devoted its energy to establishing and
maintaining these links.
“Our view has always been that together with
competitive pricing, and supplying a reliable and quality
product will enable a reseller to protect its margin as it
will not be eroded through costly support calls,” she explains.
Recognising that the channel ultimately looks for a
partner that is able to provide the highest levels of
support and maintenance, Iomega’s swap-out pro-
gramme on warranty and 24/7 international technical
support coupled with local representation ensure that
not only is it able to deliver quality products, but can
support them at levels that make it easy for resellers to
go to market with confidence.
After scoring low in channel programme and
support, Kasselman says: “We have started work on a
new channel programme which we hope to launch in
the second quarter of next year.
“Our belief – and one we have always been faithful
to – is that the channel is the best route to market as
resellers are close to their customers and have estab-
lished relationships with them based on trust which they
have maintained and developed over time. We see our
role as a partner in this process and remain committed
to the channel.”
In addition, she says that Iomega recognises that
without adequate training it is almost impossible to mar-
ket a product effectively from both a sales and support
perspective. 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 to
distributors but also to partners and resellers.
Looking ahead, she says: “Following the recent acqui-
sition of Iomega by EMC Corporation, Iomega will play
a key role in the group’s strategy to expand its information
storage and management capabilities deeper into the
high-growth consumer and small business markets.
“Iomega and EMC represent a powerful combination
that will ultimately benefit customers through the pro-
tection, security and simplified management of their
rapidly growing information storage requirements.”
 Commercial Desktop PCs: HP
HP leads the commercial
Desktop PC’s category
By Dudu Shaba
HP has been voted as best in the Commercial
Desktop PC’s Category for the CRN Channel
WINNER
1st – HP Champions Awards 2008. Thibault Dousson, channel
011 785 1000 manager, HP, attributes this to HP’s acknowledgement
www.hp.co.za of the IT industries growth needs.
“HP is renowned for its outstanding product innova-
tions, breadth of portfolio, time to market technologies
and market acceptance of its package offerings,”
he says.
The company has achieved the highest score of
4.17 on channel programme and support, 4.08 on
technical support, 3.92 on product quality and 3.83 on
2008 contribution to profit margin. Dousson says that HP is
highly committed to the channel.
“We see them as an extension of ourselves. Driving
business together is fundamental to HP’s strategy in our
region. We are out to optimise and not revolutionize.
Our partners are the cornerstone of our success, not
Notebooks & Mobile Conputers: Lenovo
Lenovo takes the lead
Winning with a clean sheet.
1st – Lenovo
2nd – HP
WINNER
3rd – Acer By Dominic Khuzwayo
Lenovo has scooped the number one spot in the
Lenovo
Notebooks and Mobile Computers category with an
011 911 2000
www.lenovo.com overall score of 4.13. Lenovo won with a clean sheet in
Product Quality, Contribution to Profit Margin and
Channel Programme.
HP managed to score 4.00, which earned it second
position with Acer coming third with 3.35.
Rashid Wally country GM, South & Central Africa
Lenovo SA says: “Lenovo SA is performing exceptional-
ly well. Our turnover has tripled over the past three
2008
years. According to quarterly IDC research data,
Lenovo SA continues to grow substantially faster than
market trends.”
Wally adds that Lenovo SA is known in the industry
as a channel-focused PC vendor dedicated to building
exceptionally engineered PCs and for rewarding its busi-
ness partners to better service customers.
“Our focus on innovation and longstanding channel
partnerships keep us going and are key success areas that
74 • CRN SOUTHERN AFRICA • DECEMBER 2008
only do we benefit, they also do. We recently upgraded
our programme to include the Gold level. This shows
our commitment to those partners who invest in HP
and ultimately offers the much needed distinction for
these partners to their customers,” he comments.
With regards to commitment to resellers, Dousson
says that HP constantly solicits feedback from resellers
to ensure they are in touch with what is important to
them.
For SME IT companies in particular, we established
the HP Business Institute, where we undertook exten-
sive testing with this market to validate our strategic
intent. This programme is aimed at developing the nec-
essary skills in high growth areas of the IT industry. We
have two enrollments every year and this is an ongoing
programme. 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 training
programmes for our channel. The most key focus for
every business is growth and HP continues to lead with
innovative new products that fuel this growth. We will
continue to support and show our commitment to the
channel to reach the one goal we have, a satisfied
customer,” he concludes.
Rashid Wally
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 to
address what our customers’ pain points are. Once we
have identified the pain points and frustrations, we apply
our 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 was
Lenovo’s involvement in the Beijing 2008 Olympic
Games.
“We believe the Beijing Olympics marked the emer-
gence of the Lenovo brand on a global level. Lenovo
technology, which served as the network backbone
underpinning the complex sporting event, ran flawlessly
throughout the 17 days of the Beijing Olympics.
“In today’s economic environment the only way to
ensure success is through partnerships and by keeping
the customers’ needs in mind, and to deliver on the
promise,” concludes Wally.
 Systems & Network management software: Microsoft

“Microsoft’s Partner
Program Vision is that any
one partner of any type can,
by partnering withMicrosoft,
extend their market reach,

WINNER
reduce costs, increase Microsoft
086 022 5567
profitability, and deliver www.microsoft.com
innovative solutions that
help customers realise their
full business potential.”
Colette Damant

Microsoft builds partner 2008

confidence
Cisco shakes the stage.
By Dudu Shaba
Microsoft has been voted as best in the E-mail and
Collaboration software Category for the CRN Channel
Champions Awards 2008. Colette Damant, Partner
Strategy and Programmes Group Manager, Microsoft
SA, says that the strength of their channel programmes
has played a big role.
The company has achieved the highest score of 3.91
in product quality, 3.82 in channel programme and
support, and 3.50 in technical support 3.45 in
contribution to profit margin.
“Our key differentiator is driving customer value and
partner revenue by giving customers more options and
creating great new opportunities for partners. To help
partners understand how they can increase their oppor-
tunities and profitability, we’re introducing new tools to
to help grow their expertise and fulfill certification
requirements. They can also gain access to Microsoft
developer tools, operating systems, servers and
productivity applications, including the latest evaluation
and beta software,” Damant says.
“Microsoft’s Partner Program Vision is that any one
partner 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.
Systems & Network management software
6.00

help partners maximize sales opportunities and providing

new resources that build partner opportunity. 5.00
We’ve also launched a new Unified Communications
competency to provide technical, marketing, and sales
4.00
resources that enable partners to develop solutions based
on Microsoft unified communications technologies,
including Microsoft Exchange Server and Microsoft 3.00

Office Communications Server,” she says.

With regards to the company’s training initiatives
2.00
1st

Damant says that one of the cornerstones of their partner

programme is to help partners to expand their skills base.
“Through the Partner Learning Centre, partners can 1.00

grow their expertise to help them capitalize on new mar-

ket opportunities. They can choose from hundreds of
marketing, sales and technical training offerings - avail- Microsoft
able at no charge.
Partner Skills Plus is the gateway to exclusive certifica-
tion offers. Partners can save on practice tests and exams

CRN SOUTHERN AFRICA • DECEMBER 2008 • 75

WHAT’S NEWS
COMINGS
SAS appoints Riad Gydien
&
SAS, 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 CEO
Avaya 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 Kevin Kennedy
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.
New Lenovo notebook
Lenovo 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 systems
The Sun division at Workgroup, Horizon, has announced a change
in its warranty options on all Sun workstation and rackmount
76 • CRN SOUTHERN AFRICA • NOVEMBER 2008
GOINGS
Pierre Obeid resigns from Cell C
Pierre 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 manager
LG 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.
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 ScreenPlay
Iomega 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

(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 keyboard
Logitech 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 solutions
Annex 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 resellers
Ingram 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 range
APC 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
WHAT’S NEWS
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 DCC
Drive 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 ONT
Distribution 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 Telecom
Switch 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 available
Workgroup’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.
CRN SOUTHERN AFRICA • DECEMBER 2008 • 77
ANALYSIS: DISTRIBUTION MOVES
SOLUTION PROVIDERS
LG partners with Microsoft
LG 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’ stake
From 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 disti
Orion 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 distributorship
Workgroup has announced that its distribution agreement with
Business Objects announced in May 2007 has been updated. Under
78 • CRN SOUTHERN AFRICA • NOVEMBER 2008
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 WAN
KSS 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 SAP
ClickSoftware 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 McAfee
Alcatel-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.
PARTING: SHOTS

DILBERT www.dilbert.com by Scott Adams

S n a pshot Rob Sussman

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

80 • CRN SOUTHERN AFRICA • DECEMBER 2008