IT Distributor Increases Market Presence

IT distributor Mindware recorded revenues of $190 million in 2006 as a result of increased focus on reseller education and new vendor appointments. Mindware’s partner network covers the UAE, Saudi Arabia, Kuwait, Oman, Qatar, Bahrain, Lebanon, Jordan, Egypt, Cyprus and North Africa.

Mindware has added Kingston, Quantum and Wyse Technology to its portfolio of global brands that reach over 4,500 resellers throughout the MENA region. The company has broadened its service package through the value-added distribution (VAD) concept, which integrates a range of networked services, such as pre-sales consultancy, marketing, service implementation and after-sales support, into a one-stop technology adviser for resellers.

“We maintain a highly proactive approach to our business, looking out for whatever or wherever we can improve on every aspect of our services,” said Jacques Chammas, MD of Mindware. “Implementing such initiatives that add true value to the services we provide is a sure way to maintain a healthy relationship with our clients.”

Mindware was the first IT distributor in the Middle East to become ISO 9001:2000 compliant. The company is now in the process of moving to the Jebel Ali Free Zone, which will give it more leverage to serve its resellers. Operating from a free zone will eliminate the trade license requirement and Mindware is upgrading its internal IT systems for more transparency in its operations.

Avaya Appoints Redington

Avaya has appointed Redington as a distributor for Saudi Arabia for its IP telephony platform for SMBs called “IP Office.” In addition to providing resellers with Avaya IP Office solutions, Redington will also provide value-added services including pre- and post-sales support, back-up support, marketing and lead generation.

Avaya also announced the launch of a new all-in-one IP telephony platform — IP Office 500 — specially designed for small- and mid-size businesses (SMBs). IP Office 500 will give even the smallest firm an affordable way to take advantage of advanced, IP-based communications.

“Redington is among the Middle East’s fastest-growing and largest IT distributors,” said Roger El-Tawil, channel and marketing director, Avaya MENA. “Redington’s extensive regional coverage and local presence, strong financials, systems and processes and entrepreneurial approach to business, mirrors Avaya’s strengths. We are certain that these qualities will boost the growth of Avaya in the region.”

The launch of Avaya IP Office 500 and appointment of Redington highlights the growing trend toward IP telephony adoption in Saudi Arabia and other MENA markets. In 2006, an Avaya survey of 1,400 decisionmakers in the Middle East revealed that 71 percent are ready to deploy Internet protocol (IP) telephony solutions, including 55 percent who already have converged voice and data networks in place. Of those without a converged network, more than half plan to implement IP telephony within the next six to 12 months.

“The SMB sector is of considerable importance to growing Avaya’s regional business,” said El-Tawil. “The region’s rapidly-rising SMB sector has a strong influence on IT spending and accounts for approximately 90 percent of the companies in the region.”

Nortel Expands ME Distribution Channels

As part of its ongoing strategy to expand its presence in the small and medium businesses (SMB) market in the Middle East, Nortel has appointed three new regional distributors for its SMB products. The company has named Aptec Gulf as its distribution partner to cover the UAE, Oman, Bahrain, Qatar, Kuwait, Lebanon, Jordan and Syria. Mantrac IT Distribution will act as Nortel’s distributor in Egypt, while Bright Star has been appointed to cover Saudi Arabia. Nortel will continue its reseller recruitment program throughout the year and has an objective to recruit 30 SMB partners across the Middle East by the end of 2007.

“The SMB market is a key component of Nortel’s strategy and the company has always worked to recruit SMB resellers that are specialists in their fields,” said Ramin Attari, VP Middle East, Nortel. “So far, we have been successful in addressing the specific needs of this important market and Nortel has a proven record in supporting its channels. We have launched specific partner programs, like “Building Blocks” to provide differentiated support because we believe that investing in the right channels enables us to deliver the true value of Nortel’s solutions across the region.”