Exterity, a provider of video-over-IP solutions, recently set up a sales office in
Johannesburg as part of its long-term strategy to develop its footprint in sub-
Saharan Africa. The company, headquartered in Scotland, already has branches
in America, UK, Europe, Middle East and Asia, its products have penetrated
markets in over 40 countries. The new South African branch is a result of the
business development plan drawn up Gary Davies, Exterity Sub-Saharan Africa
Sales Manager, who heads up operations across the region.
Exterity offers end-to-end solutions in the field of IP (internet protocol) TV and
digital signage. Its products have been extensively applied in the corporate,
hospitality, healthcare, energy, oil & gas and educational sectors around the
world. Here in South Africa and in neighboring countries, its solutions have been
installed in some major corporate institutions, among others. The packages
offered by Exterity cover the entire value chain of an end to end IPTV platform
designed for ongoing scalability. At the heart of its solutions is AvediaServer, a
highly scalable and customizable multi-service platform. Other key components
in the solution include TVgateways, designed to capture and distribute multiple
DSTV channels per device. The platform is sufficiently adaptable to allow for
outside products that partners may specify or which Exterity may find to be
suitable for the particular application in question e.g. SecureMedia for re-
encryption purposes. Exterity also prides itself on providing a strong post-sales
support system for its clients.
British national Gary Davies began his career in business development, working
with various financial institutions. He first came to South Africa in 2003 on what
was supposed to be an 18-month sabbatical. Twelve years on, he finds himself
well settled in the country and working in a sector that he had barely touched in
his home country. “I ended up working for a small IT business here with a focus
on the hospitality sector,’ he recalls. “That was my first introduction to this
particular sector. I was empowered by them to market a niche product. The key
protocol about this particular product was that it had to be managed via IP,
which links directly into where I am today.’
Having used and successfully sold Exterity products in his previous role, Davies
was invited into discussions to start a Sub Saharan Africa operation. On
reviewing Davies’ business plan, Exterity asked him to come on board and start
building up their Sub-Saharan Africa operation. The plan, Davies says, was to
move into Africa as a whole in the long term, beginning with the more immediate
goal of establishing a strong client and partner base in South Africa. Although he
had the support of the head office, working from home he spent the next year
building his network, securing deals and sourcing partners to secure Exterity
expansions in the region. “Now we’re gathering momentum,’ Davies says. “So
finally, we’ve got to the point where we have established ourselves in our own
office.’
While Exterity has its sights set on expanding the partner network to all parts of
Sub-Saharan Africa, Davies says that its priority is to first establish a stable base
within South Africa from which to expand from. The Johannesburg office, along
with key partner acquisitions, is the first major step in that direction.
Exterity South African base is situated at Unit 4, Erinys House, Mulberry Hill
Office Park, Broadacres Drive, Dainfern, Fourways, Johannesburg. For more
information, visit www.exterity.com or call +2711 460 0440.
