PCR Awards Shortlisted
example, we have seen a triple-digit increase. We have achieved significant growth across all product categories with sales of both WiFi equipment and Nebula licences up by three figures year on year. Our Education Partner Programme has been a phenomenal
success. We’ve worked hard to make sure our products meet the standards required for use in schools and that’s helped partners win some significant business in the sector.
Why do you believe you are on the shortlist for this year’s PCR Networking Reseller of the Year award? In my view it’s a combination of our approach to partners, the simplicity of our products, and the effectiveness of Nebula. Another big factor is that Zyxel networking solutions are designed to meet the specific needs of customers. We operate a continuous feedback loop, taking on-board the views of partners and customers and acting directly on their input. Over the past year we have made more than 100 updates and enhancements to our products. Nebula has really accelerated our growth over the last few months.
An effective, secure, and cost-efficient cloud platform for remote set-up and monitoring of devices, Nebula is already a key part of the core service offering for many MSPs. Te number of devices supported by Nebula is now over 100 and it’s still growing. Te basic service is free, with the Nebula Pro licence providing access to more advanced features. Nebula can be used to manage a single device or hundreds across multiple locations. MSPs can operate multi- tenanted set-ups. Scalability is inherent and Nebula is a single platform. Customers
and MSPs can start small, add more devices and upgrade anytime. Tey don’t need to replace entry-level products with high-end models to get management support – as they might have to do with other vendors. With Zyxel, it’s just a firmware update. We’re thus giving both customers and partners an open and easy-
to-navigate migration path to cloud management. Instead of making extra cost and risk a barrier, we have made Nebula an enabler for cloud activation. If they need to, customers can also scale their licenses down with Nebula. Te inherent flexibility and simplicity of our
product and focus on the customer is what’s winning business for Zyxel and its partners.
What do you see as being the main areas of potential for your partners over the next year? Are there any particular areas of networking technology that you’d want to highlight? Nebula-based managed services, WiFi-6 and WiFi-6 E, security, and LTE. All these technologies offer excellent growth potential for partners over the next 12 months. Nebula is probably the biggest; we know from partner feedback and our own figures that more customers are looking to outsource the management of their networks and security to MSPs. It’s a tremendous opportunity for our partners. We also expect to unlock more potential in the
education sector. We’re looking to add partners to our focused programme, and we have really good
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momentum with schools and trusts now. Tere are other verticals we want to target but for now, education will be the primary focus.
What do you see as being the main challenges for you and your partners? Obviously, there is widespread concern about the wider economic situation and how that will develop over the coming months. But if the energy price rises can be stabilised and activity stimulated through changes to the tax regime, we might see a bounce-back. We’d also point out that technology is now completely essential to every business, school, organisation, household and individual. If a new product, solution or service can deliver a real benefit, it will be in demand – whatever the economic circumstances. Tis is a time to be positive, use our ingenuity and work together
to deliver different options and solutions to customers. Tat’s already happening with channel partners making use of hardware-as-a- service, trade-ins, and leasing and finance options, making it easier for customers to invest in new technologies. Many customers are already used to consuming soſtware on a subscription basis and contracting key services out to specialist MSPs. Tat’s the direction of travel and we can’t see that changing. Partners may need to be a bit more creative in their approach, but as organisations continue to pursue their digital transformation plans, there will be plenty of opportunities.
What can we expect from Zyxel over the next 12 months? What do you have planned in terms of new product lines and supporting partner business development? More of the same. More support for partner growth, more investment in Nebula and product development. More adaptations and enhancements based on customer feedback. We have some big plans over the coming year that will underline the value and potential of Nebula and advance our business strategy. Wi-Fi, infrastructure and security will remain the key areas of focus and we’ll continue to work hard on supporting partners in the education market. What you can expect most of all from us, is a consistent, dedicated and personal approach.
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