MARKET MOVEMENT
Starlink sets up Nigeria office as Eaton revamps partner
programme to increase focus on
West African operational hub
datacentre strategy
Power management company Eaton announced it has made a
number of key strategic enhancements to its Power Advantage
Partner Programme to leverage market growth, better support
its channel partners and datacentre customers, and continue
growing revenues in a competitive market. The move is part of
an increasing focus and investment on Eaton’s delivery channel
for its datacentre strategy. The changes will give Eaton’s extensive
network of resellers even more benefits from their relationship
with the company. A revamped online portal will provide access
Yaadhna Singh-Gounden, Regional Manager Africa at StarLink.
StarLink, a value-added distributor in META, announced that as part
of its global expansion plans, it has launched its Nigeria hub to cater
to the West African region and is looking to engage with interested
IT security specialised partners.
StarLink has demonstrated success in the IT security business
through its well-developed channel network in South Africa and
Egypt, which were the first entry points into the African continent.
This expansion is in line with the company’s long-term vision to
be the largest global IT security VAD by opening up new markets
to replicate its unique business model. Nigeria will act as the
operational hub for West Africa including neighboring markets such
as Ghana.
Yaadhna Singh-Gounden, Regional Manager Africa at StarLink
said, “We had envisioned Africa to be a huge opportunity and
our continued focus on growth in this region has triggered this
expansion into West Africa, which will see further investments
towards deploying local skills and a service office for on-the-
ground presence that would bridge the gap between lack of skills
to representing vendors who do not have local presence. Thus,
facilitating bringing best-of-breed technologies to this part of Africa.”
StarLink has made its mark as a rapidly growing value-added
distributor globally with on-the-ground presence in 13 countries
including the US and the UK. With a focus on next-generation IT
security technologies, StarLink has grown organically at an average
rate of 60% year on year, now a $200 million turnover.
Karim Refas, Regional Channel Manager Middle East at Eaton.
to a complete set of tools, including online training, sales collateral
and a new deal registration facility. These resources, combined with
business development support from Eaton, will enable partners to
boost demand creation, deliver superior service to their end-user
customers, and maximise their sales and profitability.
A range of service and solution training courses, modules
and tutorials will be available via the online portal. In addition to
comprehensive enablement, partners will be able to take advantage
of demand-creation assets, including ready-to-use campaigns for
fast execution of marketing initiatives.
The Power Advantage Partner Programme will operate on a tiered
basis, with partners given access to different features depending on
their eligibility and present stage in the partnership lifecycle. Partners
that successfully complete training will receive official accredited
certification status, empowering them to enhance their knowledge,
customer service skills and sales potential. Eaton will continually
develop its training syllabus, giving resellers the opportunity to
enhance their skills and the value they deliver to customers.
The additional investment and support that Eaton is providing is a
demonstration of its long-term commitment to its channel partners,
said Karim Refas, Regional Channel Manager Middle East at Eaton.
“As a leader in power management, Eaton is leading the way in
delivering solutions that protect critical systems, and we depend
on our partners to deliver our products and adapt them to suit the
customer’s environment and needs.”
55