Middle East presence is a Wyse move

Networking outfit Wyse Technology is making a big push in the Middle East as part of a move to strengthen its channel presence and establish service centres across the region. It plans to sign up a distributor for each country and appoint several enterprise solution providers (ESPs) as well.

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By  Caroline Denslow Published  June 26, 2005

Networking outfit Wyse Technology is making a big push in the Middle East as part of a move to strengthen its channel presence and establish service centres across the region. It plans to sign up a distributor for each country and appoint several enterprise solution providers (ESPs) as well. “Our goal in the entire region is to have a few distributors and have service-specific ESPs who can provide installation, configuration and delivery of our solutions. Our goal in each country is to have the top two or three solutions providers or value-added resellers (VARs). We don’t want just box pushers,” said Tarkan Maner, senior vice president of global marketing and business development, Wyse Technology. In the past, Wyse has had several distributors in the region, but Maner described Wyse’s presence before as low-key and more focused into box selling. “Wyse had channel partners in the past but this is the first time that we will be hiring agents who will be dealing with partnerships. In the past, it was a low-touch model; now it’s a high-touch model, which means we have agents who are going to build the relationships with customers for us,” Maner told IT Weekly. “As a company we are differentiating ourselves today with operating systems and management software. Service becomes important for the customers in order for them to get the full value out of the entire integrated solution. So we are looking at driving value through solutions providers and service partners,” he said. A few distribution deals have already been finalised, such as Integrated Solutions in Egypt and Sedco for the Gulf countries. A regional office is also in the works, along with service centres in Cairo, Dubai and Riyadh. “Probably in the next 12 to18 months, we will set up a regional office in Dubai or Istanbul, or maybe in both countries,” he said. “We are thinking of initially opening a support office but for future reference, we are looking at adding R&D functions as well to benefit from the region’s talent pool. We already have discussions with our local partners about it,” Maner said.

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