HP builds on Middle East LFP channel momentum

HP is determined to continue its market share growth in the fast-growing Middle East large format printer (LFP) market. The vendor is expanding its channel breadth in the Middle East, signing up new partners in Saudi Arabia and Egypt to strengthen customer reach for its wide range of LFP solutions.

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By  Stuart Wilson Published  September 10, 2006

HP is determined to continue its market share growth in the fast-growing Middle East large format printer (LFP) market. The vendor is expanding its channel breadth in the Middle East, signing up new partners in Saudi Arabia and Egypt to strengthen customer reach for its wide range of LFP solutions. HP recently held its EMEA LFP academy channel event in Dubai — the first time that the event had been held outside Europe. More than 500 partners from across EMEA turned up for the two-day event held at the Madinat Jumeirah. Amr Hassan, general manager IPG at HP Middle East, said: “This is the first time that the EMEA event was held in Dubai. It compared favourably to previous events in Europe and the decision to hold the event here serves as recognition of the great job that we are doing in the Middle East — a region where we hold more than 70% market share in the large format printer (LFP) space. This is more than three times the market share of our nearest competitor.” IDC results for the first quarter of 2006 put HP in top spot with 70% LFP market share in the Middle East thanks to 86% of the technical applications printing market and 38% in the graphics space. “HP holds a leadership position in the market because of our very close relationship with the channel. We are always keen to develop the channel and invest in knowledge and training and use them as an extended sales force,” added Hassan. “We have got the right products in the right place at the right price and this is complemented by strong relationships with channel partners and end users. HP has a strong after sales support offering and a reputation for reliable products.” HP has built a strong channel of committed LFP resellers across the Middle East and now has approximately 50 partners participating in its DesignJet channel programme. Thomas Valjak, commercial value business manager IPG at HP Middle East, added: “The high market share that HP holds is a clear sign of the trust that partners and end users have in us. We are looking to expand our leadership in the region through the partners that we have. We have recently added new partners in Saudi Arabia and Egypt as well.” The Middle East market for LFP solutions continues to grow at a rapid rate, outshining more mature markets such as Western Europe in terms of its sales growth potential. Manel Martinez Ponsa, general manager LFP at IPG EMEA, explained: “The Middle East LFP business is growing much faster than Western Europe. Our investment in the region is high and we remain committed to the market. Key channel partners and solution partners from across EMEA have attended this event. We have also shared with them news regarding product development plans.”

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