Name:
Rui Silva
Company:
Alcatel-Lucent Enterprise
Designation:
Channel Manager Middle East
Years in the company: 11
Years in the IT channel business: 22
Biggest achievement till date: Exponentially grew network division distribution business in 10 years. The key was to grow the channel in significant areas but more important identify potential partners who were willing to literally burn their ships for us and grow together.
Your mentor in the industry: Nestor Cano, President EMEA, Tech Data
Company focus for 2015: To grow our SMB business, grow our network business and most importantly, focus on our installed voice customers, which is key to us.
Percentage of channel sales: 100 per cent
Issues in the regional channel: Partners often feel that the vendors are not adequately engaged and that they are left at the mercy of the market and to fight it out on their own. This is due to over distribution and a short term strategy of getting a quick win. We also believe that there is very little loyalty in the channel from a vendor or partner perspective.
Key to grow profitably: Focus on key partners in specific technologies and markets.
