Tech Access sets out channel plans for 2004

Sun Microsystems’ CDP Tech Access says it is set to increase the vendors’ growth in the channel for 2004 with further focus on services, territories, and training.

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By  Paul Barthram Published  January 17, 2004

Following a year of robust growth, Tech Access the Dubai-based Sun Microsystems’ Channel Development Provider (CDP) says it is planning to take the development of Sun’s channel growth further in 2004, with emphasis on services, training and concentrated efforts to build upon the network extensions it has through its satellite offices. “In 2004 Tech Access will expand upon and strengthen its achievements over the last year by continuing to support Sun’s position as a leading solutions provider for the Middle East’s biggest companies,” comments Shomail Ghalib, managing director, Tech Access. As the regional CDP for Sun, Tech Access provides the vendor with a number of critical services, including pre-sales technical support, training, marketing, plus high-level product service and technical support. Sun has put a lot of faith in its partnership with Tech Access since its inception in 1999, and according to Jawad Ahmed, marketing manager of Tech Access, it is a relationship that Tech Access feels is best served by the closeness within which the two companies operate. “Sun only has one channel development partner in each region and for the Middle East, we are that chosen party. In return for being Sun’s only channel development partner, we are committed to being purely a ‘Sun- Shop’, supporting solutions built upon Sun infrastructure,” says Ahmed. Expansion over the past twelve months has seen Tech Access extending its support to Sun partners across the Middle East and North Africa with the opening of satellite offices in Egypt, Morocco, and Saudi Arabia. These offices have in turn provided resellers with direct links to specialists and experts in their own countries, as well as supporting channels in neighbouring countries. “These three regional offices have given Tech Access a strong foothold across the region,” adds Ghalib. “We see progress continuing to be made in extending Sun’s market share both in these territories and the wider region for 2004.” Along with the promoting the success of the Tech Access’ Solutions Centre — a Sun Authorised iForce Ready Centre that marries Sun offerings with third party solutions — the company hopes to increase its successful roll out of training plans for channel partners in 2004. “As Sun’s channel development partner, we believe our primary role is in developing the channel, and we have recognised that one of the most effective ways of doing this is to hold regular training and education sessions. Our team regularly conducts seminars, about new developments in Sun technology, to our channel network,” says Ahmed. “As an extension of this commitment to education, we are also holding the Partner Sales Corner event every six months. Aimed at our reseller partners from around the region, the meeting gives us a chance to discuss all of the latest developments from Sun. This is where all aspects of our network, including ISVs, can get together and integrate their ideas – this leads to the network having a strong go-to-market approach,” he adds. Despite numerous critiques of Sun’s performance worldwide recently, Tech Access suggests its CDP role has placed it in an enviable position, compared to other vendors’ channel programmes. “Over several years of working closely in co-operation, Sun and Tech Access have developed a successful partner programme that is an example of best practice across the region,” concludes Ahmed.

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