By: Ben Seliers - Vice President, Secure Power, Anglophone Africa at Schneider Electric 

There’s a reason the adage, strength in numbers still holds true today.  In business, we are only as good as the collective experience and expertise of our team members and partners. And this is particularly relevant in the channel which comprises a number of key role players, all, ultimately responsible for the successful implementation of IT and OT projects and its resultant solutions. 

However, and this a very important point, not all organisations are always completely au fait with the intricacies of the channel and what role is played by whom in this important value chain. 

OEMs are the trailblazers 

Today’s OEMs (original equipment manufacturers) are innovators in the truest sense, driving the absolute newest in technological advancement.  OEMs are responsible for the design and manufacture of high-quality, scalable products that drive efficiency, sustainability, and progress across industries 

OEMs investment and commitment in R&D is also downright mindboggling, with Moody’s Global Innovation Index 2024: Analysing global R&D trends with the Orbis dataset  noting corporate R&D spending across industries reached approximately $1.2 trillion in 2023, with significant contributions from sectors like information and communications technology (ICT).  

OEMs are integral to the well-known industry phrase, “push and pull” in the channel and also play an important role in the fruition of high-cost, large-scale projects.  Here, OEMs strengthen the projects by offering the necessary guarantees and support to mitigate any potential risk to these substantial financial endeavours, 

Furthermore, OEMs provide the credibility and global presence make them ideal partners for organisations that require enterprise-level solutions with long-term viability. 

System Integrators – a bridge no one can without  

While OEMs develop advanced and often groundbreaking solution, it is the System Integrators (SIs) who bring these innovations to life.  Sherlock Holmes quite famously said to John Watson: “it may be that you are not yourself luminous, but you are a conductor of light.” 

SIs are undoubtedly the channel’s conductors of light, possessing the expertise required to implement, customise, and maintain technologies, ensuring seamless integration into existing infrastructures.  

Their deep understanding of industry-specific requirements and localised knowledge makes them invaluable partners in driving project success. 

It also clearly a part of the channel that is growing in leaps and bounds; the global system integration market size was valued at USD 385.95 billion in 2023 and is expected to grow at a CAGR of 13.8% till 2030.  

Given that OEMs do not typically have the local staff contigent to be present at each and every implementation, SIs serve as the essential link that transforms innovation into practical, operational success. 

SIs offer key advantages such as: 

·                     Localised Expertise: Their familiarity with regional business environments, regulatory requirements, and technical constraints ensures smooth deployment. 

·                     End-to-End Implementation: From design and installation to ongoing maintenance, SIs ensure that technology solutions align with business objectives. 

·                     Cost-Effective Strategies: By leveraging their integration expertise, SIs help businesses optimize costs and maximize ROI. 

The right SI partner 

SIs undoubtedly play a crucial role in the channel, and our integrator partners have proven invaluable in the successful execution of projects. 

However, it is also important that businesses do their homework and choose the right company for the job. Businesses should consider the following KPIs when evaluating potential SI partnerships: 

·                     Timely delivery – a proven track record of projects which have been executed within agreed timelines, avoiding costly delays.  

·                     A record of Success – A history of successful implementations and satisfied clients demonstrates expertise and reliability 

·                     Reliable support and backup – providing to ongoing maintenance and troubleshooting services to minimise operational disruptions. 

·                     Customisable solutions – The ability to tailor technology solutions to meet specific business needs.