Digital transformation imposes challenges and review of financial and technical structure
In a world in digital transformation, doing your homework right can lead companies to surprising results. Anyone who follows the specialized IT distribution market, the one with high added value, knows that life is not easy at all.
The possibility of direct acquisition in cloud computing models, first incorporated with SaaS - Software as a Service -, then IaaS - Infrastructure as a Service - and PaaS - Platform as a Service - and now XaaS - Everything as a Service, made the distribution of software fall, from 13% to 11%, between 2016 and 2017. The information is from the 7th edition of the survey by the Brazilian Association for the Distribution of Information Technology (Abradisti), in partnership with It Data.
However, this is not the case with CLM. The value-added distributor achieved an incredible 45% of growth until October 2018, compared to the same period in 2017. The percentage is more than ten times higher than the growth of the IT sector as a whole, which includes hardware, software , services and telecom, projected for this year, 4.1%, according to a survey by ABES - Brazilian Association of Software Companies - in partnership with IDC.
The international director of CLM, Gabriel Camargo, explains that with the changes in the software market, companies need to rethink the structure, first the financial one, then review from the product architecture to customer service. "This new challenge requires preparation for a new strategic, technical and, above all, financial management," he warns.
The company is in the process of expanding into Brazil and Latin America. Currently, it has its headquarters in São Paulo and branches in Joinville, opened in 2017 to serve the southern states of the country; in Colombia, Peru and the United States. “At the beginning of next year, we have more news,” promises Gabriel.
The recipe for success
CLM managed to expand its presence in Latin America, with internal distribution and logistics. The entire process, from beginning to end, is done with the distributor's intellectual capital, which invests in resellers, with high growth potential. The company specializes in bringing suppliers of advanced technologies, with great quality and growth potential that normally do not interest the large box moovers distributors. The development of the market in Latin America for these new technologies is its great differential.
The contribution of value in CLM includes training channels, webinar for potential customers, conducting proof of concept, loaning equipment for resale customers, and structuring financing for end customers.
In addition, according to the director of CLM, the trust of resellers in the distributor is also essential. “We do not sell direct, 100% from our manufacturers respect the sales process chain; we respect the registration of opportunities, as well as the channel policy of each manufacturer. Respect is from beginning to end, ”he points out.
CLM Software is a value-added technology distributor with a focus on Information Security, Infrastructure and Cloud. Its portfolio includes solutions from leading manufacturers such as A10 Networks, SentinelOne, Allot, Arista, Barracuda Networks, Bitglass, Kemp Technologies, Micro Focus, Mobotix, Nutanix, Hillstone Networks, Picus Security and Proofpoint. Headquartered in São Paulo, the company has subsidiaries in the USA, Colombia, Peru. With an extensive network of VARs in Latin American countries and enormous experience in the market. CLM is constantly looking for innovative and disruptive solutions to provide more and more value to its channels and its customers.
The possibility of direct acquisition in cloud computing models, first incorporated with SaaS - Software as a Service -, then IaaS - Infrastructure as a Service - and PaaS - Platform as a Service - and now XaaS - Everything as a Service, made the distribution of software fall, from 13% to 11%, between 2016 and 2017. The information is from the 7th edition of the survey by the Brazilian Association for the Distribution of Information Technology (Abradisti), in partnership with It Data.
However, this is not the case with CLM. The value-added distributor achieved an incredible 45% of growth until October 2018, compared to the same period in 2017. The percentage is more than ten times higher than the growth of the IT sector as a whole, which includes hardware, software , services and telecom, projected for this year, 4.1%, according to a survey by ABES - Brazilian Association of Software Companies - in partnership with IDC.
The international director of CLM, Gabriel Camargo, explains that with the changes in the software market, companies need to rethink the structure, first the financial one, then review from the product architecture to customer service. "This new challenge requires preparation for a new strategic, technical and, above all, financial management," he warns.
The company is in the process of expanding into Brazil and Latin America. Currently, it has its headquarters in São Paulo and branches in Joinville, opened in 2017 to serve the southern states of the country; in Colombia, Peru and the United States. “At the beginning of next year, we have more news,” promises Gabriel.
The recipe for success
CLM managed to expand its presence in Latin America, with internal distribution and logistics. The entire process, from beginning to end, is done with the distributor's intellectual capital, which invests in resellers, with high growth potential. The company specializes in bringing suppliers of advanced technologies, with great quality and growth potential that normally do not interest the large box moovers distributors. The development of the market in Latin America for these new technologies is its great differential.
The contribution of value in CLM includes training channels, webinar for potential customers, conducting proof of concept, loaning equipment for resale customers, and structuring financing for end customers.
In addition, according to the director of CLM, the trust of resellers in the distributor is also essential. “We do not sell direct, 100% from our manufacturers respect the sales process chain; we respect the registration of opportunities, as well as the channel policy of each manufacturer. Respect is from beginning to end, ”he points out.
CLM Software is a value-added technology distributor with a focus on Information Security, Infrastructure and Cloud. Its portfolio includes solutions from leading manufacturers such as A10 Networks, SentinelOne, Allot, Arista, Barracuda Networks, Bitglass, Kemp Technologies, Micro Focus, Mobotix, Nutanix, Hillstone Networks, Picus Security and Proofpoint. Headquartered in São Paulo, the company has subsidiaries in the USA, Colombia, Peru. With an extensive network of VARs in Latin American countries and enormous experience in the market. CLM is constantly looking for innovative and disruptive solutions to provide more and more value to its channels and its customers.
EN 
PT 
