eChannel 22 March 2001

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By  Colin Browne Published  March 22, 2001

Editorial Leader|~||~||~|Dear colleague,

In a meeting with memory manufacturer SpecTek and its Middle East distributor MTC yesterday, I was handed some examples of counterfeit RAM chips, the first that I had ever seen. Some of you are not playing by the rules, it seems.

The chips in question were first noticed about six weeks ago, when MTC bought some from a local reseller. Yesterday, Houssam Mobied, general manager of MTC showed off four seperate examples of Spectek-marked, counterfeit product - evidence that the issue is growing.

Let's get a couple of things straight: if you are buying counterfeit goods, you are buying rubbish, building rubbish, selling rubbish and are therefore either a fool, or a deliberate crook, totally unworthy of the business you are getting.

Naturally, I have an interest in ensuring that the entire assembly market isn't tarred with the same brush. I have guaranteed MTC that we will work together with them to the best of our abilities to identify, and highlight where this activity is taking place, something which will hopefully help the authorities to prosecute those involved.

Finding the source of the imports is a job for higher powers than ours, but a major reason for the SpecTek visit this week was to show that the problem has been noticed and is being dealt with.

In the local market however, the problem is smaller, and hopefully easier to stamp out. The Dubai Chamber of Commerce has been notified, and has assured MTC that steps will be taken where they can be.

My advice is simple: if you are in a crooked game, get out of it. It isn't worth it. If you really are the kind of save-a-buck hood that believes it is worth the risk, I feel duty-bound to point out to you that you may not realise quite how serious the risk has become.

We will re-visit this topic more fully in the next edition of CRN Middle East.

As ever, you can reach me at: colin.browne@itp.net

Regards,

Colin Browne
Editor - Computer Reseller News Middle East
ITP Middle East
PO Box 61480
Dubai JAFZ
UAE
Tel.: 971 4 282 9996
Fax.: 971 4 282 9599
Email: colin.browne@itp.net
||**||News|~||~||~|Microsoft opens Amman, Jordan office

Microsoft officially opened its Amman, Jordan office on Tuesday, a year after the company entered into an enterprise agreement with Amman, covering most of the government's software requirements. The move follows Microsoft GEM's original announcement in December last year to establish a local office there.

Bahram Mohazzebi, general manager of Microsoft Gulf and Eastern Mediterranean, commented that the company's ongoing operations in Jordan would be given a further push now that the office has been opened. "Developing strong local partnerships is central to our business vision, and is one of the key objectives that the local office will be working towards," he said.

Jordan's King Abdullah welcomed Microsoft's arrival in his country, commenting that "as a nation, Jordan has the resources, as well as the expertise in sustaining growth IT growth and development in the new digital economy and we believe that international investment is an indication of this empowerment."

Nasser Khalifeh will act as the business development manager (BDM) for the new operation. Khalifeh will head a locally based team, responsible for driving the company's involvement in Jordan to new levels.

Sun hits new price point for midrange servers

Sun Microsystems has unveiled its family of Sun Fire midrange systems in the Middle East.

Sun says it is delivering mainframe-type stability and throughput in a new category it calls midframes. The systems come with an entry-level price tag of $75,000.

"It's more bad news for the competition," said Scott McNealy, Sun Microsystems chairman and CEO. "After a year in which IBM and HP threw everything they could at us, including old products with new names and new products with "super" names, we still took marketshare away from them. This time we're tearing into what those re-branded mainframe makers thought was their safe haven--continuous up time, round-the-clock availability, and investment protection--and bringing it to customers who understand the value of a dollar."

Sun still has some way to go to top the list of world-wide server sales. In the $60.22 billion world-wide server market for 2000, IBM received 23% of the revenue, Sun had 17%, Compaq had 16.5%, HP was fourth with 15%, and Dell Computer was fifth with 6%, according to IDC.

However, Sun was the biggest gainer, according to Hoang Nguyen, senior research analyst at IDC. "The story in the numbers is that Sun is gaining market share," he said. "They moved from No. 4 to No. 2, and their revenue grew year over year by 42%."

The new servers are the cornerstone of Sun's systems, software and new availability environment.

At their core are UltraSPARC III processor, Sun's third-generation 64-bit chip running Solaris 8 Operating Environment.

Systems will be available in several configurations for different applications. The eight-processor Sun Fire 3800 will take aim at data centers, e-mail, and Web applications. The 12-processor Sun Fire 4800 will be a mainframe-class machine geared for application-, compute-, and database-server applications. At the high end, the Star Fire 6800 will scale up to 24 processors and target OLTP, large database, data warehousing, and data-mining applications.

"It's all about availability," said Johann Muller, product manager, Sun Microsystems Middle East Africa. "Starting now, the new measures of midrange computing performance include availability for real world applications and return on investment. The new Sun Fire Midframe is just what our customers in the Middle East need to leverage higher returns from their information technology investments."

EBG extends global reach through Tejari.com

Emirates Bank Group has turned to Tejari.com as it moves to expand its global sales reach while improving internal efficiency.

EBG will begin online procurement of technology and office fittings through Tejari.com as well as selling banking and insurance products to global markets. As a member of Tejari, the Emirates Bank Group will use the exchange to create tenders and auctions for the goods it needs to procure.

"Within Tejari's marketplace, EBG will be able to reinforce it expansion into the global market and increase its buying power online, while improving the efficiency in its procurement requirements," added Jamal Bin Ghalaita, senior manager, group human resources, Emirates Bank Group.

"This association will complement our range of sophisticated and technology-driven initiatives," added Abdulla Qassem, chief manager - information technology for the Emirates Bank Group.

HP develops its printers into smart Web appliances

Hewlett-Packard's newly introduced LaserJet line underlines just how quickly printers are shifting from being designed as a peripherals to intelligent information appliances. Launched today, the Internet-enabled printers are designed to act as appliances that can both deliver and access a variety of printing e-services, information and solutions via the Internet.

"The explosion of Internet connectivity within organisations and the proliferation of wireless devices has created a tremendous need for our customers to better access and share information in any format," said Olivier Evain, category manager, HP hardcopy organisation ME. "With these new printers, HP customers will be well-positioned to leverage Web based services and information to maximise their competitive advantages."

Analysts IDC have forecast that 35% of devices connected to the Internet will not be PCs by the year 2004, which has caused HP to be optimistic about existing customers upgrading to the new series. The new printers will possess a range of Internet and wireless features, including an embedded Web server (EWS) and embedded virtual machine (EVM) technologies to scan to Web functionality and infrared for wireless printing.

The series includes: the HP LaserJet 4100, which is positioned as a "high-performance workgroup printer for business environments," which can be managed remotely through its embedded Web server, as well as being capable of executing Java applications and printing at 24 pages per minute at 1200dpi; the HP LaserJet 3200 and 3200m (Macintosh), which possess colour scan-to-Web and scan to e-mail functionality; the HP LaserJet 2200, which is an affordable business printer with a 133 MHz processor and 8MB of standard memory; and the 1220, which offers an effective upgrade from the 1100 printer, offering full document management software to allow users to view and edit many different document types, including Word, HTML and PDF formats.

The new series will be available from the 1st of April, according to HP, with pricing details available from www.hp.com

Aptec to open four new regional hubs

Aptec will expand operations to include new distribution points in Jeddah, Al Khobar, Kuwait, and Kenya over the next few months, as cash flow from operations increases, according to the company.

In an interview with Aptec's general manager for Saudi Arabia, Thierry Chamayou, itp.net was told that the expanded Saudi Arabian operation will give the Jeddah and Al Khobar branches total responsibility for making those operations profitable and hitting targets within a fixed set of expenses, and that performance of the respective branch managers will be measured that way.

"We have de-centralised the business to get closer to the customer, but the decisions will still be centralised in Riyadh. They will have a direct, real time link with our stock here, and we will have a minimum stock there for fast delivery of mobile products, and all the hot moving items, as well as some of the low-end printers [for example]," Chamayou told itp.net.

Further operations will commence in Kuwait in conjunction with the Public Warehousing Company. According to regional general manager for Aptec Gulf, Bahaa Salah, the partnership will "ensure faster delivery to customers in Kuwait, more reliable services, a cost reduction in shipping charges by courier companies, visibility of the stock online as well as an e-commerce facility to allow Aptec's customers to place orders directly on the Web."

Training pays off for New Horizons

New Horizons training centre in Dubai has proved that training staff is paramount to success, after winning an award at the EMEA ASEC Summit held in Sun City, South Africa. New Horizons Dubai was appreciated for the quality of training it provides, which attracted the Best Instructor Award.

"New Horizons Dubai feels proud to have been chosen for the award among the all the Authorised Sun Education Centres in EMEA and is pleased to have the best instructors around," said Nadeem Younis, general manager of New Horizons, Dubai.

During the conference, New Horizons and Sun Microsystems discussed new strategic courses and tactical guidelines to optimise their performance in the coming year.

Shane Carlson, Regional Manager Sun Educational Services Middle East Africa (MEA) added: "We are delighted to recognise New Horizons in this way. It is a confirmation yet again that we are partnering with a world class organisation with world class quality driven instructors. This matches perfectly with the quality orientated, customer focused approach of Sun Educational Services."
||**||Incentives|~||~||~|Cisco Rewards now on for big prizes
Cisco Systems will reward qualifying resellers with new Audi TTs, Breitling watches, stays at the Burj Al Arab, and other spectacular prizes, for their exceptional sales of Cisco equipment.

To qualify for prizes, resellers must register with Cisco by hitting the link below, and then accumulate points towards these stunning prizes.

A full breakdown of points and values, and all you need to start collecting is on the Web site once you hit the link below.

To enrol in Cisco Rewards, you will require a Cisco Connection Online (CCO) User ID and Password. To obtain this, you need first to be registered as a Cisco reseller.

For further details, click on this link: href="http://www.cisco.com/rewards/emea/how.html">http://www.cisco.com/rewards/emea/how.html

3Com Focus Cash Mania
3Com launches its new promotion giving you the opportunity to start the new year with $$$ of cash!

Every month, based on the highest % of overachievement on monthly targets, eight winning companies will be announced!

At the end of the quarter, based on highest % of overachievement on quarterly targets, 15 winning companies will be awarded with cash!
Quarterly winners will be announced in the first week of March and will be awarded up to $5,000 for a Gold Partner, $3,000 for a Silver Partner, and $1,500 for a Bronze Partner.

Valid for Focus partners only on invoiced purchases from authorized distributors from 4 Dec 2000 to 4 March 2001.

For further details, please contact Focal Point on (UAE) 971 4 331 9533.

Special Discounts from Mentor Systems
Mentor Systems (L.L.C) offers special discounts for Dealers on Financial Accounting Solutions.

Sell the TOTAL Accounting System to your clients, based on 4GL, Delphi and MS-SQL. Completely Internet ready. Fully suited to the UAE market's requirements, and covering the following modules: Accounts Receivable, Accounts Payable, Inventory (Multi-Location), General Ledger (Multi-currency), Post-dated Cheques Module, Landed Cost calculation.

Make up-to 30% margins for selling the above solutions.

For further details, please contact: email:mentor@emirates.net.ae.

Join Mindware with Microsoft and Xerox for this special promotion
Buy Microsoft Office std. at the current market price of US$410, Mindware will give you a Xerox C8 Inkjet printer at no extra cost. There is a minimum order of 5 units.

Offer is valid while stocks last.

For more information, please contact Rabab Hasan or Anuradha Basu at Mindware Dubai. Tel: (UAE) 971 4 221 9789/224 6240, or email: sales@mindware.co.ae, rabab_hasan@mindware.co.ae, or anuradha_basu@mindware.co.ae

Join Saudi Business Machines for huge savings with IBM
SBM are offering a massive 50% discount on IBM RS/6000 servers: Top-rated Web server, High Density Packaging of Internet and Internet Applications, 64-bit performance and availability to handle your most demanding e-business, ERP, business intelligence and database applications.

For further information, email: Majeds@sa.ibm.com or Tel: (KSA) 966 2 660 007

Mindware and Intel Express Router Promotion
Join Mindware and Intel for excellent pricing on Express 8000 & 9500 routers.

Intel Express 8000 series routers:
Part numbers:
ER8100ST: 1 x 10/100 LAN, 1 x ISDN BRI
ER8100FR: 1 x 10/100 LAN, 1 x WAN serial port
ER8210EU: 1 x 10/100 LAN, 1 x WAN serial port, 1x console port

Intel Express 9500 series routers:
Part numbers:
ER9510ST: 1 x 10/100 LAN, 1 x ISDN BRI, 1 x Serial WAN, 1 x
console/Async
ER9515ST: 1 x 10/100 LAN, 1 x 10 Mbps LAN, 1 x ISDN BRI, 1 x
serial WAN, 1 x console/Async
ER9530EU: 1 x 10/100 LAN, 2 x Serial WAN , 1 x console port/Async
ER9535EU: 1 x 10/100 LAN, 1 x 10 Mbps LAN, 2 x serial WAN, 1 x
console/Async

For more information, email: ayten_polad@mindware.co.ae.

Tech Data & Novell: Small Business Suite 5 Offer
Tech Data and Novell are offering a special pricing on Small Business Suite 5. Small Business Suite 5 - unique market pricing is still available

Server + 5 user ONLY $372 (00662644339047)
Server + 10 user ONLY $533 (00662644339054)
Server + 25 user ONLY $904 (00662644339061)

For further details, visit: http://www.novellmoneymaker.com or Tel: 971 4 3346 952

Novell is also offering FREE Small Biz training. For further information, email: info_mideast@novell.com

Intel Network Interface Adapters pricing deal
Intel is offering IPIs a special pricing deal on Network Interface Adapters. This preferential pricing allows IPIs to buy a 20-pack at the same card unit cost as an 80-pack.

For more details, visit: http://program.intel.com/ipi/en/index.htm

Intel Server rebate offer
Increase your margins on Intel server products with extra rebates on the PRO/100+ Server adapter.

For more details, visit: http://program.intel.com/ipi/en/index.htm

Are you offering any special promotions?
Do you have a special promotion that you want to inform the channel about?

We would be happy to include any incentive programmes or special promotions that you are running each week in eCRN.

For more information - please send full details to Dealer Incentives.

For more information on the Middle East IT Reseller Channel - visit Computer Reseller News Online TODAY.
||**||Training Diary|~||~||~|ARE YOU HOSTING A RESELLER EVENT?
Do you have any events for the industry that you would like to see listed here?

If so please send a message to Events Diary today and we will add the listing in a future edition of eCRN.

Bahrain

April 7: Gulf Hotel, 08:30 to 17:00: ACN & Arabian Business.Com Electronic Security in the e-Age Road Show.

Join the editors of the market-leading IT and business publications from ITP, Arabian Computer News and Arabian Business.Com for the first ITP road show.

Under the patronage of HE Sheikh Mohammed Bin Ateyatulla Al Khalifa, President, CSO and together with sponsors Internet Security Systems, HP, Network Security Assurance Group, Computer Associates, Arabtrust and Al Falak the day long event will have the latest information about security needs and illustrate how to acquire the skills to construct effective defence systems

Attendance is FREE to resellers who register in advance.

The Electronic Security Road Show was designed with the ‘Reseller’ in mind and we have built into it special sessions to ensure your knowledge is up-dated on the latest technology thus optimising opportunities to increase your business.

Learn what customers in this niche market are crying out for and discover the issues on how to close such deals.

During the networking breaks take this opportunity to mix with your existing and indeed potential clients.

It’s FREE to you as a reseller but, you must register at www.itp.net/events/esecurity.htm.

Please see www.itp.net/events for a full list of Ministerial/Government/Industry Speakers & Sponsors.

Dubai

March 25-29: Sun Educational Training Centre. Shell Programming training: Join Sun Microsystems for training on network administration.

The training course is priced at $1875.

For further information and to register, email: training@dubai.sun.com or Tel: (UAE) 971 4 3366 333, or visit http://www.sun.com/middleeast/education

Kuwait

April 4: Sheraton Hotel, Kuwait, 08:30 to 17:00: ACN & Arabian Business.Com Electronic Security in the e-Age Road Show.

Join the editors of the market-leading IT and business publications from ITP, Arabian Computer News and Arabian Business.Com for the first ITP road show.

Under the patronage of the government of Kuwait and together with sponsors Internet Security Systems, HP, Network Security Assurance Group, Computer Associates, Arabtrust and Al Falak the day long event will have the latest information about security needs and illustrate how to acquire the skills to construct effective defence systems

Attendance is FREE to resellers who register in advance.

The Electronic Security Road Show was designed with the ‘Reseller’ in mind and we have built into it special sessions to ensure your knowledge is up-dated on the latest technology thus optimising opportunities to increase your business.

Learn what customers in this niche market are crying out for and discover the issues on how to close such deals.

During the networking breaks take this opportunity to mix with your existing and indeed potential clients.

It’s FREE to you as a reseller but, you must register at www.itp.net/events/esecurity.htm.

Please see www.itp.net/events for a full list of Ministerial/Government/Industry Speakers & Sponsors.

Oman

March 31: Interncontinental Hotel, 08:30 to 17:00: ACN & Arabian Business.Com Electronic Security in the e-Age Road Show.

Join the editors of the market-leading IT and business publications from ITP, Arabian Computer News and Arabian Business.Com for the first ITP road show.

Under the patronage of HE Sheikh Saud Bin Suliaman Al Nabhani, Undersecretary, Ministry of Communications and together with sponsors Internet Security Systems, HP, Network Security Assurance Group, Computer Associates, Arabtrust and Al Falak the day long event will have the latest information about security needs and illustrate how to acquire the skills to construct effective defence systems

Attendance is FREE to resellers who register in advance.

The Electronic Security Road Show was designed with the ‘Reseller’ in mind and we have built into it special sessions to ensure your knowledge is up-dated on the latest technology thus optimising opportunities to increase your business.

Learn what customers in this niche market are crying out for and discover the issues on how to close such deals.

During the networking breaks take this opportunity to mix with your existing and indeed potential clients.

It’s FREE to you as a reseller but, you must register at www.itp.net/events/esecurity.htm.

Please see www.itp.net/events for a full list of Ministerial/Government/Industry Speakers & Sponsors.

Qatar

April 2: Sheraton Hotel, Doha, 08:30 to 17:00: ACN & Arabian Business.Com Electronic Security in the e-Age Road Show.

Join the editors of the market-leading IT and business publications from ITP, Arabian Computer News and Arabian Business.Com for the first ITP road show.

Under the patronage of Hamad Bin Abdulla Al-Atteya, CEO of Q-Tel and together with sponsors Internet Security Systems, HP, Network Security Assurance Group, Computer Associates, Arabtrust and Al Falak the day long event will have the latest information about security needs and illustrate how to acquire the skills to construct effective defence systems.

Attendance is FREE to resellers who register in advance.

The Electronic Security Road Show was designed with the ‘Reseller’ in mind and we have built into it special sessions to ensure your knowledge is up-dated on the latest technology thus optimising opportunities to increase your business.

Learn what customers in this niche market are crying out for and discover the issues on how to close such deals.

During the networking breaks take this opportunity to mix with your existing and indeed potential clients.

It’s FREE to you as a reseller but, you must register at www.itp.net/events/esecurity.htm.

Please see www.itp.net/events for a full list of Ministerial/Government/Industry Speakers & Sponsors.

For more information on the Middle East's computer industry - why not visit www.ITP.net - the region's leading business and technology web site.
||**||Recruitment|~||~||~|SEARCHING FOR CHANNEL PERSONNEL?
Are you looking to hire experienced channel people to expand your business? Why not advertise your positions to over 3,000 registered members of the Middle East reseller channel for FREE every week in eCRN?

If so please send a message to Recruitment today and we will add your job listing to the next edition of eCRN.

Hewlett-Packard: Corporate Channel Managers
Hewlett-Packard is looking for three people (1 in each of Dubai, Cairo & Riyadh) to manage HP's Corporate Channel.

The managers would work with large PC dealers in territories spread across 11 countries who have direct contracts with HP as well as manage the HP VAR Channel which sells high-end solutions.

Required experience: reseller channel knowledge in the region plus solutions sales experience. The ability to work at all levels in a reseller organisation and an understanding of channel issues. The right individuals are likely to be working today for either another IT vendor, a distributor, a software house or a reseller.

APPLY NOW: Please send an email attaching a CV to graham_porter@hp.com

Tech Data FZ LLC: Sales, Financial, and Marketing positions
Distribution without Limits!! These are wide-ranging roles in an environment that is creative, progressive, challenging and rewarding and the growth plans for the region are phenomenal.

Director of Sales: develop and ensure implementation of sales strategies and concepts in line with the company's strategies. Direct and control sales operations with the team to achieve agreed upon revenue and margin targets of the company within the company's strategy and to contribute to the country's annual operating plan. Ensure superior customer satisfaction.

Finance Director: you will ensure all projects and initiatives contribute to agreed strategic objectives, advise on maximizing collective income where opportunities impact on various divisions. Responsibilities include financial planning and a strong control regime in a multi-site environment and you will be charged with bringing a broad based knowledge of economic, financial and commercial trends and offer detailed leadership in the finance, treasury and accounting functions

Marketing and Communications Manager: develop and ensure implementation of Marketing strategies and concepts in line with the company's strategies. Direct and control the marketing operations and resources to support the Sales, Finance and Operations functions in achieving agreed upon targets within the annual operating plan.

Apply now: contact Zakeera Vidler HR Manager in full confidence on ZakeeraV@techdata.co.ae

||**||Next month|~||~||~|In Next Month's Computer Reseller News Middle East

APRIL 2001 FEATURES

Skill shortage in the channel
It's discussion time for recruitment, training, and consultancy firms as they and their vendor/reseller customers tell us where the shortages lie, why they exist, and what can be done about it.

Business to Business portals
There is an opportunity brewing on the Web to make yourselves a primary partner for a number of IT-hungry businesses, and to give you the access you may not have been able to achieve before. Why Tejari.com, Ariba, and Commerce One want your business.

Biometrics
No longer simply the stuff of Mission Impossible films, biometric technology is slipping into mainstream devices such as notebooks, keyboards, and scanners. So what is in it for you?

Behind the Scenes: financial trends; who is winning and who is losing; company acquisitions, mergers, and sell-offs.

Fast Forward: finding new solution add-ons to increase your overall margins.

E-Business: technologies and trends in this emerging channel opportunity.

Logistics: logistics, shelf life, and product cycles and how they affect the channel.

Upstarts & Startups: companies bucking the trends and new technologists with no respect for the status quo.

Infrastructure: the big-project VARs and what they are working on now.

Dealers Wanted: information on all the new vendors looking for resellers in the Middle East.

If you think you have anything to contribute to one of the above features - we would be very happy to hear from you. Contact CRN editorial at crn.newsdesk@itpmedia.com ||**||

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