Transition Networks distributes fiber connectivity solutions exclusively through a network of resellers and distributors in 50 countries throughout the world. Like any company that sells completely through the channel, we are closely tied to our channel partners and are quite reliant on the business relationships that we’re continually developing with them. As a new feature to My TN Connection, we would like to periodically take a look at one of our channel partners and highlight some success stories or best practices that make the relationship work for all parties involved (Manufacturer, Distributor, Reseller, and End-User). For the first installment of the Partner Connection, we will profile Transition Systems.
Transition Systems started in 1999 as a regional distributor of networking products. Headquartered in Singapore, Transition Systems has offices across South East Asia (Singapore, Malaysia, Thailand, Brunei, Indonesia, Vietnam, Philippines) and South Asia (India). Their offices are comprised of both inside and outside sales teams, marketing, customer service, product management, and technical support to deliver their services & support to resellers. They distribute products that include security, networking and surveillance solutions.
Though similar in names, Transition Networks and Transition Systems are two completely different entities. The former being a network equipment manufacturer, and the latter being a networking solutions distributor. By tapping into Transition Systems wide customer base and local relationships, Transition Networks is able to market its brand and awareness via their marketing programs, regional road shows, and technology update seminars. Within a narrow span of 2 years, customers in Asia have become quite aware of Transition Networks position as a market leader for fiber connectivity technology, as well as a provider of 1st class service for after-sales support. Both Transition Systems and Transition Networks have enjoyed significant sales growth in Asia, and continue to surpass the competition in both volume and revenue.
One success story centered around how a distributor, with local relationships and an array of products and services to offer, was able to get a manufacturer into opportunities that initially appeared unobtainable. Here is that story as told by Wilson Tan, Transition Networks Regional Sales Manager:
“Metro Ethernet has been a huge growth area for Transition Networks’ business in the Asia region. There is a service provider here which we have been working to “get in” with for more than a year, but have not been able to penetrate our products into their network. Being a regional distributor, Transition Systems managed to provide their services to this customer with other products they represent, while continuing to assist us in doing regular meetings and promotions of our products. During this time, we were able to capitalize on their relationship and were given the opportunity to meet and present our solutions to various groups in the organization. The process was tedious, but the outcome was rewarding. The customer has since become convinced with Transition Networks. Our products are providing the access transmission for their Metro Ethernet rollout and they are integrating us with the bigger vendors such as Alcatel, Cisco, and Huawei in their core network. The customer enjoys faster ROI (Return of Investment), lowering their CAPEX (Capital Expenses) and OPEX (Operational Expenses) as well as a better return on their TCO (Total Cost of Ownership). While Transition Systems maintains regular stock control and day to day support for the customer.”