Distributor Global Convergence Brings Services To Channel Partners


According to Johnson, GCI's niche focus, addition of services and solution provider support and training, will further enable Oasys and its clients. For the rest of 2014, Oasys' revenue is expected to go up, said Johnson.

"It's refreshing to have a tightly knit group that's trained on the level of a technician of the manufacturers they represent," said Johnson. "Dealing with Ingram Micro and Tech Data, it's a 100 percent number space where you need your volume up to have a discount, but with GCI, it's an approval from the manufacturer and the addition of services."

As solution providers have challenges with limited marketing and operational capabilities, distribution is imperative in the channel, said Serra.

"With distribution, I started in 1986; it was important then, and it's still important today. Its hard for them to have the knowledge and expertise for their staff that stretches across many technologies and multiple products," said Serra. "Our distribution role addresses those challenges to provide what they need."

For GCI's 2014 road map, the distributor will continue to make more significant investments in their staff and back-office infrastructure to bring enablement to products and services for solution providers, said Serra.

"Finding out what solution providers need in terms of services will help to balance their business, and that's what's going to fuel our growth," said Serra. "We are going to make sure to get in front of them and really make investments to get our brand and message out to the VAR community, and be as disruptive as we can when doing so."

PUBLISHED MARCH 10, 2014