Despite an increasingly uncertain economic climate, Express Data will forge ahead with its existing business plan.
In contrast to many in the industry, ED managing director, Ross Cochrane, said the distributor had no plans to make changes to the goals it set in July, 2008.
“At this point we have reviewed them and it tends to be a quarterly thing when you look at them and based on our most recent review in December we are saying, ‘no’, we still think our plan is valid and we want to stick with that plan,” Cochrane said.
ED recently became a dedicated volume distributor for Sun Microsystems, in the first major change to the vendor’s local distribution line-up in 10 years. Design software vendor, Autodesk, also signed on with ED for its second distributor in the Australian market. Additional staff were brought on for both deals.
Cochrane pointed to voice and data convergence, unified communications and IP telephony as target technology markets.
“A lot of people still haven’t rolled out IP telephony, so there are a lot of companies that are running a voice network and a data network,” he said. “You can’t do unified communications and you can’t get the benefits of cost savings unless you make that move.”
On the general market conditions, Cochrane claimed with many vendors cutting costs, it was a chance for the channel to step up and grab market share.
“My expectation is as a percentage of the business that vendors do, the channel will grow,” he said. “They might decline overall but there is an opportunity for channel players to take part of a vendors overall go to market by doing more for the vendor.”
Check out this week’s edition of ARN for an exclusive and in-depth report on ED’s business plans.