Trend Micro plans regional expansion

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By  Published  December 8, 2006

Anti-virus software vendor Trend Micro has outlined plans to strengthen its position in the Middle East by expanding its coverage in some of the region’s largest markets. The company currently works with more than 170 partners in this part of the world, but is keen to ramp that number up further over the next few months.

Justin Doo, regional director at Trend Micro Middle East and North Africa (MENA), explained: “We execute thr- ough partners so we are always looking for new resellers, especially as we opened up a distribution relationship with Logicom in Lebanon and Jordan earlier this year.

We’re now in the process of trying to recruit additional reseller partners in the Levant area.”

In addition to strengthening its sales channels in the Levant, Trend Micro is also planning to enter the Egyptian market early next year and is currently locked in talks with prospective partners. Doo said the company had always been attracted to the vast opportunities that the Egyptian market promised, but had been waiting for the correct time to make its move.

“We’ve not had enough bandwidth to properly address Egypt before now and I have a policy of not doing things unless they are done right,” Doo revealed.

“Our strategy is to put in place the correct reseller and distribution channels, and we are in discussions at the moment.”

One country where the company does possess the reso- urces for immediate expansion is Saudi Arabia and the opening of an in-country office is expected within the coming weeks, Doo said.

Doo insisted that the current high levels of growth in the Middle East IT market meant there was a bright future ahead for the security channel.

“There is a lot of activity going on through the fact that security can be a reliable revenue stream,” he said.

“As well as that, it can help to build new relationships and enhance existing ones. We will be continuing the development of our Advantage programme which is mainly focused on the SMB [small and medium-sized business] market and I have plans to launch a year-long campaign which will be visible through our partner web and give partners the opportunity to win prizes for their achievements,” he added.

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