By Simon Duddy
Systems integrator Computer Network Systems (CNS) has snapped up 13-strong call centre solutions specialist RayaTech in a cash and equity deal.
|~|call-centre_m.jpg|~|Rayatech’s general manager, Mohammad Khatib, believes his firm’s technology and skills will complement the infrastructure and services already provided by CNS.|~|Systems integrator Computer Network Systems (CNS) has snapped up 13-strong call centre solutions specialist RayaTech in a cash and equity deal. CNS plans further acquisitions in 2004 to boost its solutions portfolio.
“This is part of our strategic direction,” says Tony Alam, managing director at CNS. “We are keen to invest in talents and skills that will add value by providing innovative solutions and satisfy market demands,” he adds.
Negotiations on the deal started back in September 2003 and CNS is keen to help RayaTech build its presence and sales channels across the Middle East, particularly in Saudi Arabia.
“CNS looks for local companies with strong marketing skills and Arabic experience,” says Alam.
“This is the first deal for CNS, but not the last. We are negotiating with other companies now and the technology skills they can bring to CNS is the most important factor.”
While RayaTech will maintain a separate management structure and channel-to-market, cross-selling strategies are already being examined. “For RayaTech, this is a great opportunity to work with CNS’s established customer base,” says Mohammad Khatib, general manager at RayaTech. “What we offer them is an excellent complement to CNS’ skills in infrastructure and services,” he adds.
CNS already had in excess of 100 staff prior to this acquisition. Plans are afoot to boost RayaTech’s headcount to 40 to support the regional expansion drive. RayaTech solutions are based on technology from major vendor partners, including IBM, Intel-Dialogic and Microsoft.
“We aspire to be the regional leader for call centre solutions that automate customer interaction,” says Khatib. “RayaTech provides comprehensive solutions with full Arabic support.”
CNS has embarked on an ambitious expansion plan. However, to ensure this plan is successful, CNS has to ensure that companies joining the fold make full use of the economies of scale on offer from becoming part of a larger group. This means sharing resources and effectively pursuing cross-selling opportunities.||**||