Tech Data Middle East talks up security aspirations

Tech Data Middle East has identified security technology as an area of its portfolio that it will seek to reinforce going into the new year. The distributor is currently looking at ways to strengthen its offering with the help of EMEA director of software and security, Jan Iverson, who recently spent time at Tech Data’s Dubai office facilitating relationship-building with potential allies.

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By  Andrew Seymour Published  December 20, 2006

Tech Data Middle East has identified security technology as an area of its portfolio that it will seek to reinforce going into the new year. The distributor is currently looking at ways to strengthen its offering with the help of EMEA director of software and security, Jan Iverson, who recently spent some time at Tech Data’s Dubai office facilitating relationship-building with potential partners. “In the same way as vendors are selecting distributors for certain skills, we are selecting our vendors in terms of strategic partners and partners that are supporting the portfolio,” explained Hanspeter Eiselt, managing director at Tech Data Middle East. “Vendors like Cisco, HP, Samsung, Intel and Western Digital are key partners for us and since November of last year we have had an initiative around the Azlan business model where we are investing substantially in the software arena.” During that time, Tech Data claims to have doubled the amount of sales resources it has on Oracle, reached a strong position with Microsoft, and beefed up its activities with enterprise software outfit CA. Eiselt claims those developments have given Tech Data the perfect boost to push on and enhance other areas of its enterprise proposition. “This is why we have had Jan Iverson here,” he said. “The field of software, networking — and then the link there is security — is where we are interested in boosting the portfolio. The good thing is that we have EMEA-wide relationships with some of the leading security partners. Sonicwall, for example, is a company that comes to mind where we can immediately service the local market with inventory through our European hub. There are also other software companies that have approached us that would like some more engagement in that field as well.” Tech Data is keen to flesh out a security portfolio mainly comprised of CA and Cisco, and Eiselt claims Iverson’s trip to Dubai saw him “introduce” the company to the likes of Sonicwall, Trend Micro and RSA. Incidentally, Tech Data used to work with Trend Micro in the Middle East and also carried Symantec until the vendor declined to renew its contract following a post-Veritas review of its EMEA distribution structure earlier this year. Eiselt insists Tech Data’s focus on the Azlan brand during the past 12 months has seen it bolster its value proposition and get closer to vendors such as HP, ISS, Cisco, Oracle and APC. “These are partners which are propelling us and getting us further into the field of solution-centric selling,” he said. “We are at the point where we have a system engineering team in place with software, networking and hardware competencies, and we are providing a lot of support to vendors to make data centre implementations and system migrations happen,” continued Eiselt. “It is going way beyond the game of ‘stock it and give credit’. This is why I also see opportunities for growth around security — we will be more visible in the security market next year.”

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