Tech Access hooks up with Huawei

Value-added distributor (VAD) Tech Access is putting the finishing touches to a regional distribution agreement with fast growing networking vendor Huawei, according to Kamran Hussain, VP sales and marketing at Tech Access.

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By  Stuart Wilson Published  August 24, 2005

Value-added distributor (VAD) Tech Access is putting the finishing touches to a regional distribution agreement with fast growing networking vendor Huawei, according to Kamran Hussain, VP sales and marketing at Tech Access. “We are looking at a distribution agreement covering the data communications product portfolio that Huawei has,” explained Hussain. “Huawei has routers, switches and hubs suitable for customers of all sizes from the enterprise sector right down the small business environment.” Tech Access is currently Sun Microsystems' exclusive channel development partner for the Middle East and North Africa (MENA) region. The VAD has increased its vendor portfolio to include names such as e-mail security vendor BlackSpider and business intelligence solutions vendor Business Objects. “I think that Sun is as excited about the agreement with Huawei as we are,” added Hussain. “The distribution contract with Huawei covers the Middle East, North Africa and Pakistan. The strategy now is to position Sun at the core of the solution but offer resellers a spectrum of products. We want to be offering best-of-breed solutions covering areas such as storage, applications and security.” Tech Access has also been working hard to boost its presence and has subdivided the region into specific territories. North Africa is handled out of Casablanca while resellers in Egypt and the Levant are served out of Tech Access’ Cairo office. The Gulf and Pakistan region is handled out of Dubai and Tech Access is currently establishing an office in Riyadh to improve its Saudi service levels even further. “Tech Access has approximately 45 staff across MENA at present,” continued Hussain. “We have seen amazing growth year-on-year for our partners in markets like Pakistan. This has been driven by corporate governance issues in vertical markets such as government and financial services.” Tech Access currently serves some 50 resellers across MENA and is the exclusive channel development provider (CDP) for Sun in the region. However, that exclusive agreement is scheduled to end later this year and Sun plans to appoint a volume-focused distributor to work alongside Tech Access in the region. Tech Data, which plans to launch a midrange value-added distribution operation in the Middle East, is under consideration for the role. “We look at this as the volume side of Sun’s business,” said Hussain. “Tech Access will continue to work in the enterprise and midmarket space. We will continue to work with our resellers to target these sectors and don’t anticipate any real changes from our side.”

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