NetSec success for Almasa

Almasa Network Solutions’ (ANS) NetSec regional road show has pulled in plenty of partners and end-users across the region so far. The value-added network distributor is using the events to showcase solutions to partners and end-users across the region.

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By  Stuart Wilson Published  March 21, 2005

Almasa Network Solutions’ (ANS) NetSec regional road show has pulled in plenty of partners and end-users across the region so far. The value-added network distributor is using the events to showcase solutions to partners and end-users across the region With a rapidly expanding best-of-breed networking product portfolio, ANS promoted solutions from a wide selection of vendors including Avaya, Extreme, HP, Juniper and Kaspersky among others. Senior vendor executives used the event to showcase their latest solutions. With successful events in Dammam, Riyadh and Dubai now complete, the NetSec road show calls in at Amman on 22nd March before drawing to a close in Cairo on 23rd March. Pradeep Angeveetil, regional manager Middle East and Africa at ANS, said: “The event has exceeded expectations with over 70 delegates turning up in Damman and more than 100 in both Riyadh and Dubai. We told our resellers to invite the end-users they served as well and this means we have been able to communicate with both parties.” DK Roy, divisional director at ANS, explained the rationale behind the event set-up: “Everybody has their own preferred IT suppliers. This event says to customers that even if your current systems integrator does not have the skills required to configure an enterprise class firewall, but you still want to buy from that supplier, we can bring them up to speed and help them. The customers can buy from the systems integrator that they are comfortable with, and if there is any skills or knowledge gap we can help.” “It is all about balancing the push and pull activity in the market,” added Roy. “We realized that by creating some pull it is possible to increase the investment that the resellers are prepared to make in terms of training and skills on certain products.” ANS has expanded its product portfolio carefully to take advantage of strong vendor alliances. It is a policy that vendors presenting at NetSec certainly approve of. The decision to work with both Avaya and Extreme is just one example of this strategy. Chris Moore, regional manager Middle East and North Africa at Extreme, explains: “Most of the vendors that Almasa works with are Extreme purple partners — vendors we recommend because we know that their kit works well with ours. Avaya and Extreme work closely together on product development activity and customer-facing activities such as sales and marketing.” ANS’ NetSec tour is fairly unique inasmuch as it unites the whole channel chain at a single event: vendor, value-added distributor, reseller and customer. DK Roy concludes: “It has been a great success. We’re already thinking about doing a similar set of events next year.”

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