FileNet adds GCG in UAE

Enterprise content management solution vendor FileNet has restructured its go-to-market model in the UAE with the appointment of Gulf Commercial Group (GCG) as an in-country value–added reseller (VAR).

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By  Stuart Wilson Published  June 19, 2005

Enterprise content management solution vendor FileNet has restructured its go-to-market model in the UAE with the appointment of Gulf Commercial Group (GCG) as an in-country value–added reseller (VAR). GCG picks up ValueNet partner status in FileNet’s global partner programme. The latest addition to FileNet’s channel ranks is designed to open up new accounts across all seven emirates and take advantage of GCG’s in-country expertise and reputation. The UAE market had previously been served by EBLA. As part of the channel transition, EBLA remains the FileNet authorised training partner for both customers and partners in the Middle East and also retains its resell rights in Kuwait, Bahrain, Oman and Qatar. EBLA will also provide second-level post-sales service support to VARs across the region. “I consider the UAE market to represent 25% of total IT investment in the Middle East and we felt that there were more customers out there that could benefit from FileNet solutions,” said Alessio Gallo, international sales director, South Europe, Middle East and Africa at FileNet. “The main reason we decided to appoint GCG is because they are a very well known local company and have a track record in the banking and government verticals. These connections are important for us in terms of facing the market the right way and breaking into these accounts both at a departmental and enterprise level,” he added. GCG is linked to systems integrator Computer Network Systems (CNS), which has a strong history of working with FileNet solutions. Gallo explains: “CNS has co-operated with EBLA on a couple of deals. In the beginning we were talking to them, but GCG is a spin-off much more focused on software solutions.” “GCG wants to give the customer everything from the small detail to the critical enterprise solutions. GCG wanted a solution that scaled up from image management through to content management and even business process management,” he added. FileNet plans to strengthen its Middle East channel-to-market even further with the appointment of additional resellers in Bahrain and Oman. The vendor is also mulling over the possibility of launching a dedicated office in the region to support its channel. “In the future we do want to have an office based in the region — it could be the end of this year or the beginning of 2006. It is something we are looking at now and we are considering one of two possible locations: Riyadh or Dubai,” concluded Gallo.

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