In its fourth year of operations, SNB is now picking up further pace in terms of its expansions which include operations in Nairobi as well as additions to the range of solutions it offers
SNB Distribution is one of the fast growing value-distribution companies in the industry based out of Dubai and over the last year has started focusing on the African market as well. The company is now in its fourth year of operations and has made impressive strides in growing its channel Business by broadening the suite of products and solutions it offers to partners. In East Africa, it is focusing on markets including Kenya, Rwanda, Uganda and Tanzania.
The value-added IT distributor specializes in storage and backup, networking, CCTV surveillance and IT security solutions and currently partners with several leading brands and is looking to add more to the portfolio it offers. Some of the Brands it partners with in the Middle East include Nexsan (by Imation), Tandberg Data, Infortrend, Enterasys, Proxim Wireless, Allied Telesis, Mobotix, AxxonSoft, Retrospect and Seclore.
Rohit Pitre, Regional Sales Director, East Africa for SNB says, “We focus on niche business areas in IT like Data storage & backup, CCTV Surveillance, Networking & IT Security with value added and price competitive services & solutions. We provide value addition in terms of pre and post-sales support, partner enablement, regional marketing support and end-to- end solutions on all four technology segments.”
The latest count of its partner network in East Africa includes over 20 that focus on surveillance and around 10 specialized partners for enterprise storage solutions. The company intends to be positioned as the one-stop-shop for CCTV security and surveillance solutions for organizations across the region.
Rohit adds, “Our strategy is to offer a complete suite of lifecycle solutions for the surveillance market in terms of VMS, cameras, storage to make it an intelligent surveillance solution. For enterprise storage we are pushing ahead with innovative solutions from Nexsan and EVault to offer innovative solutions tailored to the east Africa market.”
Nexsan, an Imation company offers a product portfolio that includes solid-state optimized unified hybrid storage systems, secure automated archive solutions and high-density enterprise storage array. Its products are purpose built for enterprise-class applications, purpose-built with the needs of the mid-sized customer in mind. EVault, a Seagate company offers a full-service backup and recovery delivered by a network of experts, leveraging the very best cloud-connected technology and infrastructure.
The distributor is seeing a rising demand in surveillance solutions and has recruited several partners who also see a definite value in working with the distributor because of the end to end portfolio it offers in that segment.
“There is a growing demand from ICT resellers for including security surveillance products as part of their portfolio because of the growing demand for such solutions. We are witnessing this growth especially in different markets and we are able to offer different benefits to our partners including complementing products for turnkey solutions along with pricing benefits and good technical support,” says Rohit.
The VAD is scouting to build new vendor associations and looking to sign up for products that will make it a more comprehensive end to end VAD. The VAD concedes there are some areas and will looking to add new products.
Rohit says, “At the end of the day, we are looking to provide an end to end portfolio for our partners so that it reduces their hassle. Providing reliable after sales support is of paramount support for us.”
Being a security surveillance focused distributor, the company keeps enough stocks to support reseller requirements in quick time. Technical support is a key criterion as well in this line of Business. SNB’s Africa operations are supported by the operations in Dubai airport free zone which includes two offices including a specialized technical support services team. The company also has two warehouses to help manage requirements of partners in all markets including East Africa.
Rohit says, “We have local resources and extensive partner enablement in all the regions we represent. Dubai offers the best logistics base and we would continue to use it. Since our products are specialized solutions we don’t feel the need to have a warehouse in East Africa.”
While it is never too easy to make your mark as a new company, especially in the very competitive distribution space, SNB has proved it is indeed making inroads. The company claims to have registered strong growth in its Business year on year and looks optimistic to go from strength to strength.
One of the implements it will look to use in future for strengthening its Business is a loyalty program for its partners across territories. According to the distributor, its road shows and seminars in different markets including Nairobi have been well attended which reveals a strong rapport with the channel which has made the case of the loyalty program stronger. The company is focusing on training its partners with specialized skills so that they are better placed to meet requirements from customers across verticals.
Rohit says, “We have had tremendous response in our events and training workshops. Over one year we have trained 13 channel system integrators. We are seeing a good response from all verticals in Kenya.”
The company also conducted a roadshow with over 100 people attendance in July followed up by a week’s training and certification schedule in September. The company claims to have grown over 100 % growth year on year since its start and has found great support from its partners. SNB hopes to maintain the pace of growth and will look to make further inroads the East Africa markets to help achieve the growth.