Transition Systems managed a consistent performance in 2009 despite it being a lacklustre year for many companies due to the global economic downturn. According to Jonathan Juay, group managing director of Transition Systems Group, the company in fact took the opportunity to look internally at fine-tuning the regional infrastructure to improve their solution offerings, operational efficiency and overall team productivity.
He shares that Transition’s biggest challenge in 2009 was to position themselves as a one-stop solution provider. To do this, the company is re-aligning their organization with a flatter, dynamic structure to allow for a faster go-to-market approach in terms of knowledge transfer and communications. “There is also a need for us to be nimble in adapting to new changes in the channel space - be it structurally or in new executive appointments,” Juay adds.
“We will invest more time and effort in strategic “pull” factors i.e. increasing the users’ mindshare and enhancing cross-selling and up-selling opportunities through user forums such as “TSAF - Transition Security & Application Forum” and “TIF - Transition Infrastructure Forum”. This year, we will be focusing on Enterprise Security and Converged Solutions for enterprises covering surveillance, networking, voice and video,” he continues.
Channels will continue to be Transition’s main focus for 2010. Last year, the company implemented a series of partner-centric initiatives: “T.Promo”- a quarterly publication that consolidates their promotional programs; and activities such as “T.Movie” and “T’Xmas” that reach out to their partner community. “These are primarily networking events that encourage bonding and improve mindshare for the solutions we represent. We also conduct regular training and recruitment sessions through “T.Workshop,” explains Juay.
So what can Transition’s partners expect in 2010? Juay says, “Closer collaboration in the areas of lead generation and partner enablement on the whole, through a series of Transition- organized platforms that are exclusive to our first and second tier partners. Also, stronger support with regional project management and deployment, market research, and end-to-end services for the whole sales cycle. We provide logistics support with stocking facilities, certified IT training and consultancy, on-site network assessment, 24/7 post-sales technical support as well as professional pre-sales services.”
Sharing what he feels vendors and their partners in the Asia Pacific have to focus on this year, Juay says he feels here that it should be better communication and alignment for stronger partnerships and collaborations in sales promotions and other sales-driven initiatives.
As to which channel trend will stand out in 2010, he believes that mergers and acquisitions between medium to large organizations will continue this year, following the consolidation of NCS and SCS and also HP and EDS in 2009. “Most managed service providers will continue to expand and enhance their business lines on top of their current offerings to be strategically competitive in the space,” he concludes.
By Shanti Anne Morais
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