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Axis appoints Axiz

This step will see Axis able to focus on the marketing and brand building of its world-renowned solutions; while Axiz expands the portfolio of best-of-breed products it is able to offer customers.

Roy Alves, MD of Axis Communications SA believes the move is long overdue and is in the best interests of both companies and their clients. Operating purely as a vendor will enable Axis to increase its mind and market share in the southern African IP video market through improved marketing, training and services.

"Axis has been growing steadily, as has the adoption of IP video in the local market, with the effect that stock concerns were taking a larger proportion of the company's time and effort," Alves reports. "It was therefore time for Axis to remove itself from the day-to-day distribution of its products, a logistical task Axiz Distribution is far better suited to, and focus on building the Axis brand and expanding the company's influence in the region."

Alves adds: "We can now capitalise on our in-house expertise in the converging security market with the greatest effect, knowing that all our product distribution issues are in the hands of South Africa's premier IT distributor. Moreover, apart from focusing on sales and marketing, Axis will also be putting additional effort into creating training and channel accreditation programmes for its products."

Ian Rayner, category manager at Axiz Distribution is equally positive about the change. Axiz already sells many server and networking products, and including IP video solutions is simply a natural progression for the company. As more businesses introduce new security measures - which are increasingly IP-related - it will be simpler and more cost-effective for their installers to source their kit from one partner instead of having to buy bits and pieces from a host of suppliers.

In addition, by offering its resellers additional solutions they can sell on to their customers, Axiz is assisting its clients to expand their businesses and provide added value to end-user companies. Axiz Distribution covers the whole of South Africa as well as Namibia, Botswana, Zimbabwe and Angola.

"Every distributor wants to know that the vendors of the products it represents will be active in the market, promoting the products and actively creating new business," explains Rayner. "Axis has already built a substantial market and an excellent reputation in the region and is already fulfilling its part of the bargain."

On the other hand, Alves notes that every vendor wants to know that its marketing efforts will be supported by solid product availability and support. He notes Axiz Distribution has proved its commitment and capability in this regard.

Both parties are in agreement that the deal is a win-win solution for everyone involved. Axiz will be able to gain a foothold in a rapidly growing market with a product that leads the pack, while Axis can be sure its products are available across southern Africa from a company with an excellent support backbone. Resellers and end users will also benefit from the availability of a one-stop shop stocking the brand name products needed at a competitive price.

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