Aiming high

Mario Gay, regional general manager at Nuvias is charting a new course at the Pan-EMEA VAD as he steers the company on a growth path.

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Although Mario Gay, regional general manager at Nuvias, a Pan-EMEA value-added distributor (VAD) has only been in his current role for less than six months, he is not new to the regional channel having had stints at vendor and distributor companies serving the Middle East and North Africa (MENA) channel.

And with Nuvias looking to grow and cement its business in MEA, Gay is already impressing partners with his efforts in galvanising the company’s channel business in the region.

Gay said during 2018, Nuvias has been building and consolidating its presence in the local market. “We now have a solid base for growth, with appropriate resources and partnerships in place,” he said. “We have been focused on advanced networking, unified communications and cybersecurity. Some of our accounts, in particular, Juniper networks, Mimecast and Malwarebytes have been a major source of growth.”

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Having recently outlined plans to rollout partner programmes in MENA, Nuvias has had to fine tune its strategy of on-boarding vendors.

Gay said one of the company’s key partnerships is with Juniper Networks. “We have tailored the Nuvias dedicated Rapid Acceleration Programme (NU:RAP) for our partners, to generate growth and high-value returns. We are also proud to have the only certified Riverbed training centre in EMEA,” he said.

With a solid foundation from which the company can rollout channel initiatives, Gay said Nuvias’ objective is to build strong relationships with channel partners across the region and help them build the knowledge and expertise necessary to deliver compelling business solutions. “We aim to create a common platform for both vendors and reseller partners that delivers benefits, incentives and rewards for all concerned,” he said.

He explained that Nuvias has a close cooperation with Riverbed, as the only Authorised Training Centre in EMEA. “We also collaborate closely with Riverbed across the rest of EMEA, for example through the UK Centre of Excellence. Nuvias has been an EMEA-wide Riverbed distribution partner since 2005. During this time, we have assembled a leading team of industry experts, qualified and resourced to the highest levels in all things Riverbed. We plan on leveraging our close cooperation to benefit the broader Middle East market,” he added.

Gay pointed out that with Juniper Networks, Nuvias is working on recruiting new channel partners and extending services and training to the region. “Nuvias has been a pan EMEA distributor for Juniper Networks since 2017,” he reflected.

He explained that Nuvias has designed, together with Juniper, a full partner development and acceleration programme that complements Juniper’s existing channel programme and focuses on partner recruitment, accreditation and sales enablement, providing value-added services such as solution events, training, lead generation, and campaign materials.

“In addition, during the course of this year, Nuvias has also increased its vendor and solutions portfolio with strong additions – including FireEye and Forcepoint for cybersecurity and, BlueJeans and Sennheiser for unified communications,” he said.

Gay added that the company will continue to extend its range of services and to deepen its expertise across all its practices – from cyber security and advanced networking, unified communications, applications optimisation and systems infrastructure.

Given that Nuvias will be participating at GITEX Technology Week 2018, the company is lining-up an array of solutions that will be showcased during the week-long IT expo. “Nuvias is at GITEX jointly with Juniper where we will be highlighting our NU:RAP programme, designed to help partners generate revenue,” he said. “GITEX to us is the place to help set the strategy for the year ahead. Our objective is to build a robust strategy for 2019, one that has the success of our channel partners and vendors at its core.”

And while the business climate has been challenging in the Middle East, channel organisations have been looking at ways to stay afloat.

Gay said Nuvias is helping channel partners to navigate the tough business conditions currently prevailing in the region by making it known to them that it’s vital that they embrace solutions selling and value adding business models.

“Tough business conditions make it imperative for channel players to deliver compelling services to stay competitive,” he said. “Nuvias will continue to support channel partners in multiple ways.”

And as Gay embarks on imitatives that the company believes will spur business growth, he is also mindful that Nuvias continues to operate according to a new kind of distribution model. “We are pushing an innovative approach to building profitable partnerships between vendors and channel partners. The old model of distribution was focused on products. Today, a complex technological landscape and a highly competitive business environment make it imperative for channel operators to provide a highly specialised and tailored consultancy service. That is what Nuvias provides for its channel partners,” he said.

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