REGIONAL CHANNELS
GLOBAL SYSTEMS NETWORK
Solutions spinoff
The high value solutions distributor has been spun off from the parent group to provide data centre solutions in Middle East .
Global Solutions Network is part of the $ 1.2 billion Global Distribution group . While Global Distribution manages the volume business and includes 30 + vendors across five continents and fifty countries , Global Solutions Network is more focused on Middle East and East Africa . Global Solutions Network business model is built around solutions for the data centre . This includes partner vendors Synology , Datwyler , Overland Storage , Fujitsu , Linkcom , Solarwinds , Pure Storage , Tandberg , Qnap , Mobotix , NetApp , V3 , Zyxel , Optoma , APC .
In summary , it covers data centre computing , storage , hyper-convergence , cooling , structured cabling , network monitoring , and power . The focus is on end to end enterprise data centres and building network solutions . Explains Mario M Veljovic , Vice President Solutions MEA , “ Global Solutions Network is very boutique . When we came in three years back , we said we want to define the standards of solution distribution . We are looking at everything that goes into the data centre and we are addressing specific solutions . We want to make sure we get the maximum percentage from that bill of materials for a data centre project . We may not have all the vendors they need but we have an advantage .”
In other words , the focus of the solutions distributor is to meet the requirements of any channel partner , either looking for an end to end solution from the data centre stack or a part of it . A key part of these solutions are built around Global Solutions Network ’ s relationship with Fujistu enterprise server and computing product line . This gives them access to vendors NetApp , Brocade , Vmware , Citrix , and Microsoft , amongst others . The plus point about the relationship is the solution comes factory ready and integrated from Fujitsu , saving time and testing delays at the customer site .
“ We are telling resellers do not buy all these bits and pieces , since you need to finance the delays . Just unpack and power it . You can really build the solutions based on the workloads and scale out ,” says Veljovic .
Another plus from the Fujitsu relationship is the SAP ready certification for Fujitsu hardware . With the recent migration announcement of SAP SQL installed base to SAP HANA , Veljovic considers this to be a key opportunity driver for regional partners . Fujitsu maintains its own cloud data centres and this is again an opportunity for channel partners to sell .
Other than opportunities created by the Fujitsu relationship , the sheer demand for storage solutions driven by video surveillance data is another ongoing opportunity for channel partners . “ The whole storage industry in the region is being driven by CCTV solutions , because the storage you need is massive .” With the mandatory 60-day compliance in place for select establishments , the ongoing installation of video surveillance is driving the demand for video storage and archival solutions as well .
This demand for video storage and archival solutions is driving a partner enablement opportunity as well , through the cross-over of channel partners . Traditional audio-video channel partners who did not sell IP based solutions are now approaching Global Solutions Network to include their server-storage solution pack . Similarly , Global Solutions Network ’ s IT centric channel partners can cross over and include CCTV products in their server
Mario M Veljovic , Vice President Solutions MEA , Global Solutions Network
storage solution pack . “ We have seen that emerging physical security and increasingly IP based security is fast coming up . Your role is to bridge it , since IT is a challenge for them . So you can do a lot of enablement and even onboard the IT guys .”
On an overall basis , Veljovic feels the current day IT environment has become challenging for traditional channel partners and distributors who are not adapting to the ongoing demands .
With the large number of emerging global data centre startup vendors , no system integrator can manage the multiple and diverse number of skilled resources required . Moreover , each system integrator is under pressure to narrow their focus and become more specialised . Solution distributors like Global Solutions Network can help system integrators when they need to step out of their comfort zone , horizontally or vertically .
Another challenge that is happening is when traditional volume distributors switch to value distribution . In the early stages they try to run the value business with the cost base of a volume distributor and fail to move forward . “ You cannot run a boutique value added distribution business with the cost structure of a volume distributor ,” emphasises Veljovic .
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