By Vivek Raghavan, CEO, Rashed Al Makhawi Ent. LLC
At Rashed Al Makhawi Enterprises (RAME), we believe that the foundation of our success is our relationship with IPC, particularly their Channel Management Team. Both of us strive to ensure our affiliation is mutually beneficial because, as we both know, success is a team effort. With this understanding, communication is more transparent, more frequent and offers greater flexibility to address customer needs.
We take pride in using our expertise and reputation in distribution, solution architecting, product expertise, training, service and support to help IPC grow. For example, in 2003, when the Middle East was not even on IPC’s radar, we introduced their capabilities to the Gulf Cooperation Council (GCC). Our regional team of skilled and highly motivated individuals have an average of 9 years of tenure and each day share their deep, broad expertise with clients. They take a pro-active, responsive approach that emphasizes accuracy and continuous improvement while never losing sight of our simple strategy – to provide our partners and customers with best-in-class, performance-oriented solutions. This strategy has resulted in IPC’s wide-scale penetration, now covering 15 of the region’s top 20 Banking, Financial Services and Insurance (BFSI) organizations.
IPC’s “Glocal” Partner
In the earlier days of our relationship, we supported IPC’s global customers that were opening branches in the UAE. Today, the tables have turned. We may be locally based in the GCC, but our customers have now taken our relationship to a “glocal” level. As an example, one of the largest local banks in the region, a long-standing customer of RAME, has entrusted us with Treasury support for their global operations in London, Singapore, Hong Kong and Mumbai. Their confidence in both the IPC brand and in us, as their support partner, has helped the bank quickly and effortlessly open branches globally. This would not have been possible without the support from and collaboration with IPC’s sales team, led by Roberto Aimar. This flexibility is key to the stability we have been able to offer our customers in the region and has further strengthened IPC’s reach and market share. In fact, we are looking to bring additional IPC products and services to other GCC regions in the near future.
Another facet of our glocal approach is our one-on-one work with clients to meet their unique security and communications needs. Communications are integral to the trading process – connecting clients to counterparties allows traders to communicate throughout the entire trade lifecycle, and they can rest assured that all transactions are secure and compliant.
Transparent Access to Expertise
Another reason why our relationship with IPC has proven successful is our transparent access to expertise. The IPC team has always encouraged us to collaborate and share knowledge. When faced with complicated challenges, we know we can rely on IPC to provide us with timely and transparent guidance, empowering us to resolve any solution-related issues before they become problems. Because of this, our unmatched after-sales support is a now considered the industry benchmark.
There’s no doubt that this form of partnering has had a positive impact on the sales pipeline for both IPC and RAME. Our collaboration has resulted in increased access to expertise, greater flexibility and unmatched technical support for our customers. It’s a win-win for all involved.
© 2018 IPC Systems, Inc. All Rights Reserved. The contents of this publication are intended for general information purposes only and should not be construed as legal or regulatory advice.