Comstor is a Cisco-dedicated distributor globally, with a singular focus on Cisco products and solutions. Renton D’Souza, Vice President of Comstor MEA, leads the company’s operations in the Middle East and Africa. His role is to align Comstor’s strategies with Cisco’s global and regional priorities, ensuring the company is well-invested in advancing their shared goals.
With nearly three decades in the IT industry, including 20 years in the MEA region, D’Souza brings extensive experience and a deep understanding of the local channel landscape. He is skilled at navigating regional market dynamics, vendor aspirations, and successfully driving business in a complex environment.
D’Souza finds IT distribution both rewarding and challenging. The fast-paced nature of the role keeps him on his toes as he works through geopolitical challenges, drives investments into high-growth areas, and aligns channel priorities with those of Cisco.
Channel partners face numerous opportunities and challenges in the ever-evolving market. Technological disruptions such as cloud and AI are changing consumption models, and the channel must adapt to stay ahead. By investing wisely in the right skills and infrastructure, partners can capitalise on profitable growth opportunities.
The future of the channel market will be shaped by security, AI, and cloud technologies. Partners must stay up-to-date on emerging use cases and develop strategies to drive market adoption. To stand out, D’Souza advises partners to focus on profitability, maintain a mix of niche and commoditised solutions, and invest in managed services, lifecycle practices, and recurring software revenue.
Discussion about this post