FESD ignites channel drive

Even vendors with highly specialised niche offerings understand the value of channels in the Middle East. Biometrics and disaster prevention system vendor FESD is on the lookout for network and systems integrators to take its products to market.

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By  Alex Malouf Published  August 17, 2004

Even vendors with highly specialised niche offerings understand the value of channels in the Middle East. Biometrics and disaster prevention system vendor FESD is on the lookout for network and systems integrators to take its products to market. FESD’s products certainly occupy a niche arena: fire protection for mission critical IT equipment such as servers. The company produces units containing heat detection systems and a supply of argon gas to extinguish any potential blaze bundled together in a big red box that is attached to the IT system in need of protection. Despite being a niche product, FESD believes that there will be strong demand from verticals such as healthcare and the financial sector where data is a vital asset. “We are currently setting up our channel partner network across the Middle East,” said Jonathan Sandals, marketing manager at FESD Dubai. “Our ideal partners are network and system integrators with an established corporate customer base. We are meeting them, discussing our product and how we can move forward. In the meantime we will work directly with potential customers such as telcos and banks in the region.” “We need to introduce this product to the market, so that when corporates are undertaking expansion exercises they can consider adding our product to their setup, thus ensuring the safety of their servers and other vital pieces of hardware,” he added. “If a fire breaks out in IT equipment, most people will use water to extinguish the flames, and this will ruin the equipment,” continued Sandals. “Gas extinguishers such as carbon dioxide affect machinery due to temperature shocks, and chemical solutions used for fires set off reactions with materials used in IT hardware. Our solutions are designed to use argon gas. This does not affect the equipment, will put out the fire, and is also eco-friendly.”

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