Speciality Businesses

In the ICT sector, vendors are often categorized by the sales channel as either value or volume providers. Within the value segment, however, there are specialised niches—such as AutoID, Unified Communications, and Cybersecurity—that require a more focused approach to channel development.

These niches offer strong profit potential but demand a high level of technical and commercial expertise across all levels of the supply chain. Success in this space depends on deep product knowledge, tailored partner enablement, and a strategic approach to vendor and reseller relationships.

We help technology vendors craft and execute a channel strategy that balances broad market reach with the recruitment of specialised, value-added resellers. Working closely with your team, we design tailored transformation programmes that keep you firmly in control of the channel, equip partners to master and champion your technology, and ultimately safeguard profitability for both your organisation and your most loyal partners.

Our Speciality Businesses team is headed by Mark Cheetham, an industry veteran with 20-plus years in global distribution. While at Ingram Micro he built and led the AutoID practice that became the largest in EMEA, helping brands such as Zebra, Honeywell and Newland accelerate their market reach. To explore how his expertise can support your growth, contact Mark directly at m.cheetham@gramen.ch. You can also view his professional background on LinkedIn: linkedin.com/in/mark-cheetham-5b5800b