Tech Access sharpens Sun channel

Sun Microsystems and regional channel development provider (CDP) Tech Access have pulled together more than 100 delegates from around the region for their second partner ‘sales corner’ of 2004.

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By  Stuart Wilson Published  July 5, 2004

Sun Microsystems and regional channel development provider (CDP) Tech Access have pulled together more than 100 delegates from around the region for their second partner ‘sales corner’ of 2004. As well as providing an opportunity for partners to get to know their peers, the two-day event also allows Sun to inform the channel of new technology developments and share information on the latest project wins in the region. “Delegates at today’s session reported a wide range of wins from Egypt, Saudi Arabia, Qatar, the UAE and even Yemen,” said Shomail Ghalib, managing director at Tech Access. Recent wins included the implementation of a region-wide e-mail system for UAE jewelry chain Damas carried out by Netvision; Raya Integration’s deployment of an ERP system for the Egypt Aluminium Company, and Saudi Arabian solutions vendor Royah rolling out a series of Oracle installations on Sun hardware. Partners attending the sales corner event, which opened today at the Mina Salam hotel in Dubai, receive training from both Tech Access and Sun. “Training the channel is a new innovation that we introduced for this event,” said Ghalib. “In a fast moving IT environment, such as the Middle East, it is important that we invest in the partners, so they can provide end-users with the best solutions to fit their needs.” Tech Access has expanded rapidly across the region to support Sun’s drive towards recruiting in-country channel partners. Operating as an outsourced channel development partner, Tech Access’ success is intrinsically linked to Sun’s performance in the region. Already present in 16 countries, building presence in Saudi Arabia is next on Tech Access’ agenda. “Over the last six months we have further increased the portfolio of iForce partners and this is set to continue during the second half of the year. Information exchange is a key priority for us,” Ghalib added. The ‘sales corner’ event play an important role in bringing partners together to form ecosystems that allow them to build total solutions for customers and share resources where necessary. Tech Access and Sun have carried out an in-depth channel analysis to assess the extent of their existing market coverage in the Middle East. By identifying the total Sun addressable market and cross-referencing this against existing partner capabilities, Tech Access has identified specific horizontal and vertical niches that offer the opportunity to bolster Sun’s Middle East channel numbers even further without creating channel conflict.

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