Alexey Zotov , Head of IT Infrastructure at K2Tech:

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IT Channel News: How does the fact that you yourself were a systems integrator affect your work with system integrators?

E.S.: This is also a complete dialectic. Some integrators reason like this: “We won’t go to this vendor, they have their own system integrator in their cameroon company email list structure, they are our competitors.” And this, of course, limits the circle of potential partners, but sometimes you have to make such a choice.

Yes. We do not hide the fact that we (by the way, like any large foreign vendor) still have direct sales. But this is an exclusively forced measure. A rare partner can meet the criteria of large federal competitions, which require very large amounts of collateral or a large number of licenses and certificates. We are forced to enter such competitions, as they say, with our heads - although in fact we really do not like it.

And the second option, when we sell directly — our traditional clients in the region, who will definitely not understand why they should buy ICL computers from an unknown supplier, if there is a local manufacturer with whom we have been working directly all this time. These two areas exhaust our direct sales. They take up less than 10% of the company's turnover. In other cases, we work through partners. As for the companies with the letters "ICL" in their name, which are part of our Group, these are separate legal entities that receive our products on the same terms as all other partners: the full package of documents is the same, the discount scales are the same. We try to be honest with everyone.

System integrators on cooperation with Russian vendors.
We asked representatives of second-tier partners the following questions:


What criteria do you currently use to select equipment suppliers for your projects? What is most important to you when working with a vendor?
How convenient is it to work with Russian vendors now?
Why do you choose to cooperate with ICL Techno?