eChannel 10 June 2001

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By  Mark Sutton Published  June 10, 2001

Editorial Leader|~||~||~|Dear Colleague,

Sun Microsystems has revealed details of its new channel strategy, with the appointment of CNS as an authorised reseller for the region. The new strategy sees a switch away from the old paradigm of high-volume low margin sales, according to channel manager Manuel Makki, to a solutions-focussed, value-added model.

The value-added message is not new, but what is interesting is that Sun is pushing its partners to concentrate on a narrow field of expertise, and more importantly, to operate across the region. Partners need to operate regionally, says Makki, in order to be able to bring in enough business, once they have selected a niche.

But can companies in the region operate regionally? The Sun strategy already allows for the fact that there is just not the critical mass for partners to concentrate on a single field of expertise just yet. CNS will be offering solutions for telcos, oil & gas and e-government projects – although ideally, says Makki, this will be narrowed as the market develops.

Borders to trade within the region are coming down though. The news that Saudi Arabia is to cut import duty has been widely welcomed, allowing a more level playing field for companies that sell into the Kingdom. Similar moves by Jordan and others have boosted local economies. Anything that encourages free trade must be a good thing.

However, comments from some in Saudi Arabia show up perhaps one of the real barriers to trade, and providing solutions, between countries in the Gulf. Saudi Arabia is a huge market, but the suggestion was that Saudi would now eclipse Dubai as a regional IT hub. As Dubai Internet City was announced two years ago, many other countries in the region announced similar IT free trade zones – it is all about competition between Gulf states. While good business won’t be deterred by regional rivalry, overcoming attitudes will take a little more effort than vendors simply declaring ‘you will operate regionally’.

Tony Alam of CNS called on the governments of the region to trust local partners and to get them involved in e-government projects. Perhaps he should also have asked for businesses in the region to trust each other as well.

Mark Sutton,
Editor, CRN.

I'd also like to hear your comments on Saudi Arabia's decision to cut import duty, and Lebanon's decision today to introduce 10% VAT. Please email me at: mark.sutton@itp.net

||**||News|~||~||~|E-signatures to become legally binding in Dubai

Dubai’s government looks set to become the first GCC authority that will recognise digital signatures as legally binding. His Highness General Sheikh Mohammed bin Rashid Al Maktoum, Crown Prince of Dubai and UAE Defence Minister, has ordered the Public Prosecutor to prepare a draft law that would bring digital signatures into the legal framework of the Emirate.

Digital signatures are issued to individuals by Certification Authorities. Etisalat subsidiary, Comtrust, is already established as a Certification Authority in the UAE. To obtain a digital signature, individuals have to submit proof of identity to the CA and pay a nominal fee. These digital signatures can then be attached to e-mails so that the recipient of an e-mail can be sure that the contents have not been tampered with en-route between the sender and receiver. If an e-mail is tampered with, by a hacker for example, the digital signature is invalidated and the recipient of the mail is notified.

Digital signatures also add a layer of security into transactions on Web sites. “It’s all about solving the problem of everybody being anonymous on the Internet,” explained Jon Tullett, editor of Network Middle East. “Normal communication has a certain amount of inherent security: you recognise the face, you recognise the name, you recognise the signature, etc. The Internet strips away individuals identity. Digital signatures give that identity back.”

In the future, security conscious organisations like banks and government agencies may refuse to do business with companies or individuals that cannot prove their identity. At this point digital signatures and digital certificates (which cover an entire company) are expected to become as common as passports.

Sun signs CNS as authorised reseller

Sun Microsystems has appointed Computer Network Systems (CNS) as an approved Sun Authorised Reseller. The partnership marks is the first step in Sun’s program to restructure its channel operations in the Middle East and Africa region, as the company aims to promote solutions providers that are capable of working on a regional basis, rather than just country-specific resellers.

UAE-based CNS has completed training to become a Sun Workgroup Solutions Reseller and is undergoing training for Enterprise Solutions Provider status. In keeping with the new channel strategy, CNS will focus primarily on supplying telcos, oil & gas and e-government solutions with Sun.

“Our partnership with Sun Microsystems is an extension of our core philosophy of associating with leading IT companies both locally and globally,” commented Tony Alam, general manager of CNS. “Companies are not looking anymore for partners that only push boxes, they are looking for a local partner which has added value services, understand the customers requirement, and addresses the customers requirement instead of just moving boxes to them. Today CNS, and the years of expertise that we have, is able to put all these values together, and we are in a position today to tell our customer ‘this is what you need.’”

Alam said that CNS would be able to use the UAE as a hub to grow out into the region. “Basically Dubai has become the hub of IT in this part of the world, and as the international systems integrators in the past moved from the US and Europe to this part of the world, we are today in a position to move from the UAE to the world.”

Sun is hoping that more of its reseller partners will follow this model, according to Manual Makki, channel and marketing manager, Sun Microsystems Middle East & Africa. He plans to reduce the number of reseller partners in the whole MEA region to around 20, to simplify the channel and allow partners to operate at reasonable margins in vertical sectors.

“Unlike the traditional distribution model, where every partner within a certain geography was selling to all industries, the partners will start focusing on what they can do the best,” he explained. “But the focus will be on solutions on a regional basis, and not on a country-basis or a city basis. It has to be a win/win situation, it has to be a guaranteed margin for our partners, so we will work more and more on ensuring market share and margins for our partners - this is the only way to guarantee their growth, and to push them further and further into investing in Sun technology, as much as we can.”

Microsoft appoints Al Mulla as UAE country manager

Microsoft Gulf and Eastern Mediterranean (GEM) has appointed Abdullatif Al Mulla as its country manager for the United Arab Emirates and Yemen. Al Mulla will head a team of account managers and system engineers taking care of e-business and e-government initiatives in both countries.

“We are pleased to have a well focused and experienced team to service the numerous initiatives in the country,” said Bahram Mohazzebi, general manager, Microsoft GEM. “We are fortunate to be working in partnership with the local government, that under the leadership of Sheikh Mohammed bin Rashid Al Maktoum, is exemplary in its adoption and implementation of e-government initiatives. We are confident that we will be able to support and assist the government as well as the private sector as they continue to harness IT to automate government and business processes.”

The UAE team has also been recently joined by Essa Ahmed Almulla, who will handle operations in the northern Emirates with specific focus on government and other strategic customers.

The team will also be supported by Abdullah Lootah who will support Microsoft’s initiatives in Dubai, focusing primarily on the company’s partnership and investments with Dubai Internet City, Dubai Ideas Oasis and Dubai Media City

Omani authorities awarded for tough stance on piracy

The BSA has recognised the efforts of the Omani Ministry of National Heritage and Culture and the Royal Oman Police (ROP) in combating the problems of software piracy in the Sultanate. Two awards were made to the authorities for Oman’s improved record on anti-piracy enforcement.

Oman showed a 10% drop in the BSA’s reported figures for piracy for 2000, down to 78% from 88% in 1999. The Ministry of National Heritage and Culture and the ROP have worked closely on a number of raids to reduce the selling and usage of illegally copyrighted software, and the BSA expects the country to show further improvement this year. His Excellency Khaled Bin Salem, general manager of culture at the Ministry and Colonel Al Hafiz of the ROP were presented with the awards by Jawad Al-Redha, regional director of the BSA.

“We want to express our admiration for the work achieved by the Ministry of National Heritage and Culture and the Royal Omani Police” said Al-Redha. “This is great team work, we have rarely seen such drive in implementing the copyright law, and we thank every person who has contributed this remarkable effort.”

Twenty two raids have been carried out in Oman in recent weeks, against both vendors and users of illegal software. Thousands of CDs and PCs have been seized in raids, and two employees of companies that were selling illicit software have been deported.

“We are seeing an exemplary and very determined enforcement on the part of the Omani authorities, this is bound to affect the way that people handle their software.” Al-Redha continued. “Resellers are well aware now that they can no longer duplicate and sell software illegally. On the other hand, companies know that they have to license every copy of software that they are using. There is still much work to be done, but Oman is certainly on the right path towards resolving this issue.”

Compaq to offer new express air logistics services

Compaq has signed an agreement with Danzas AEi International and DHL to provide it with improved distribution services for the region. The combined service mixes Swiss company Danza’s logistics expertise with DHL’s International Air courier network to provide customers with fast and flexible delivery of parts and products, according to Compaq.

“In today’s highly competitive IT market, it is not just who comes out with the latest technology products at the most competitive rates, it is who delivers it fastest at the lowest price as well,” said Mohamad Itani, operations manager, Compaq Computer Middle East. “We view our regionally focussed superior supply chain as a strategic, long-term competitive advantage. By leveraging leading-edge technology in our planning, sourcing, inventory management, merchandising, distribution and delivery systems, we believe we can serve our customers faster and more efficiently.”

The new deal will allow Compaq to offer customers tailored solutions for delivery of all types of product, from components to volume shipping to bulky high-end servers. DHL can provide air, sea and land carrier services to over 635,000 cities in 228 countries, and Danzas AEI has 290 company facilities including two regional distribution centres in Jebel Ali and the Dubai Airport free zone.

“We look forward to playing a vital role in Compaq’s operations in this region. With our global reach, and close partnership with DHL in this initiative, we will provide Compaq and its customers with extensive customised logistical support to meet regional demand,” said Axel Berger, general manager, Danzas AEi. “Logistics entails more than just the movement of goods. We study the market and identify the optimum critical path to meet and exceed our customers' requirements, and take it a step further to create a logistics model that far exceeds the expectations of our customer's customer.”

“We are excited about our involvement with Compaq and its operation process in the region. Our solution has been designed in partnership with Danzas AEi (like DHL is a member of the Deutsche Post World Net Group) to provide Compaq with optimal distribution model, including state of the art forecasting, planning and delivery services,” said Dirk S. van Doorn, business development manager, DHL Worldwide Express. “This partnership with Compaq represents a regional effort, based on DHL’s ‘Gulf Wide Distribution’ model, designed with the specific needs of Compaq in mind with a dedicated DHL team to manage Compaq distribution operations.”

Storage systems company signs with Mindware

Mindware has been appointed as regional distributor for Advanced Digital Information Corporation (ADIC). Mindware will supply ADIC’s range of automated tape storage systems and storage management software throughout the Middle East and North Africa.

The ADIC range includes automated tape libraries for more than a dozen different digital recording technologies, including DLT, LTO, AIT, DAT and 4mm, from single server autoloaders to room-sized automated libraries. The expansion into the Middle East is necessary to meet growing demand from the region, according to Christo Conidaris, territory manager for ADIC in MEA. “To meet such demand it is essential to establish a distribution channel and that support infrastructure for customers in these territories,” he said.

“The ADIC range of automated tape libraries and autoloaders enhances the ability of resellers to meet the information storage and protection demands of their customers,” said Tim Martin, MD of Mindware.

||**||Dealer Incentives|~||~||~|Special Discounts on Symantec products from Aptec

Special promotions throughout Q2 2001 could earn you $$$ thousands.

Buy any Symantec Licenses from Aptec in Q2 2001 worth $4000, and get an AED 1000 voucher from Plug Ins at the Dubai City Centre

OR

Get an AED 1000 voucher from Aptec Mobiles

OR

Buy any Symantec Licenses from Aptec in Q2 2001 worth $10000, and get an Aptec 1001 Golden Partner Certificate which will entitle you to the AED 1000 voucher from Plug Ins at the Dubai City Centre

PLUS

A 2% rebate on Symantec Licenses Purchases at the end of Q2.

To qualify, please register with Aptec by fax at: +971 4 335 5941 or register online at: href="http://www.apteconline.com">http://www.apteconline.com

Win a car with Aptec DEALS ON WHEELS

For every purchase of US Robotics products from Aptec between April 1, 2001 and June 30, 2001

For the value of $500 you get 1 "Deals on Wheels" raffle draw coupon. There is no limit to the number of coupons you can collect.

The grand prize is a red 2001 model Peugeot 206. Second prize is a 29" flat screen TV, and third prize is a DVD player.

The raffle draw will take place at the end of the promotion and you will all be invited to see for yourselves! (To be advised later).

For More Details of this promotion please contact the Aptec Sales Team at: (T) +971 4 336 6885 or (F) +971 4 335 5941, or by email at: skumar@aptecme.com

US Robotics Promotion with TechData: Win a trip to Thailand plus exciting electronic prizes !!!

The more you buy US Robotics from TechData, the more chances you have to win

Trip to Bangkok: The three top resellers by revenue will have the chance for a trip to Bangkok, capital of Thailand.

Electronic prizes: Ten lucky resellers will have chances to win ten exciting electronic prizes.

All you have to do during the promotion is collect your coupons from TechData.

For each $1000 purchase order your company is entitled to one coupon. The more you collect, the more chances you have to win. At the end of the promotion, a draw will take place, and the winner will be announced.

Please speak to your Account Manager and send your orders now! The promotion is valid from April 1 to June 30.

For further more information on the promotion, email: ashfaqa@techdata.co.ae, or contact the TechData sales desk on: +971 4 334 6952.

Special Discounts from Mentor Systems

Mentor Systems offers 'AUDIT-IT' The Complete Accounting System with SOURCE CODE for Dh. 7,000/- only

Specially Designed for Computer Resellers only, based on the Windows environment.

Modules covered are: Accounts Receivable; Accounts Payable; General Ledger; Inventory Control; Sales Invoicing

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

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

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.

Abu Dhabi

June 10: Compaq Industry Standard Servers Group channel briefing. ISSG is holding a series of channel briefings for Compaq customers and channel partners on the latest in technology advances concerning entry-to-enterprise level servers. For confirmation, customers should contact Compaq's call center on (UAE) +971 4 8004520 or by e-mail dubaicallcentre@compaq.com or see http://www.compaq.com/middleeast

Beirut

June 14: CA Roadshow: Comprehensive Storage Management Solutions for the growing eBusiness. For more details, email riyaz@ca-me.com or visit http://www.ca.com/offices/me/events.htm

Doha

June 12: CA Roadshow: Comprehensive Storage Management Solutions for the growing eBusiness. For more details, email riyaz@ca-me.com or visit http://www.ca.com/offices/me/events.htm

Dubai

June 10-14: Sun Educational Training Centre. System Administration II training: Join Sun Microsystems for training on system administration. The training course is priced at $2250.
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

June 10: CA Roadshow: Comprehensive Storage Management Solutions for the growing eBusiness. For more details, email riyaz@ca-me.com or visit http://www.ca.com/offices/me/events.htm

June 12: Compaq Industry Standard Servers Group channel briefing. ISSG is holding a series of channel briefings for Compaq customers and channel partners on the latest in technology advances concerning entry-to-enterprise level servers. For confirmation, customers should contact Compaq's call center on (UAE) +971 4 8004520 or by e-mail dubaicallcentre@compaq.com or see http://www.compaq.com/middleeast

June 18-20: Sun Educational Training Centre. Storage Management with Disksuite training: Join Sun Microsystems for training on storage management. 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

June 25-28: Sun Educational Training Centre. Volume Manager Sun StorEdge training: Join Sun Microsystems for training on Sun StorEdge. The training course is priced at $2610.
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

June 27: The Banking & Finance Technology Roadshow with Arabian Computer News. Join ITP for the latest debates and developments in the financial IT sector. For further information, visit: http://www.itp.net/events/index

Jordan

June 12: Compaq Industry Standard Servers Group channel briefing. ISSG is holding a series of channel briefings for Compaq customers and channel partners on the latest in technology advances concerning entry-to-enterprise level servers. For confirmation, customers should contact Compaq's call center on (UAE) +971 4 8004520 or by e-mail dubaicallcentre@compaq.com or see http://www.compaq.com/middleeast

Kuwait

June 13: CA Roadshow: Comprehensive Storage Management Solutions for the growing eBusiness. For more details, email riyaz@ca-me.com or visit http://www.ca.com/offices/me/events.htm

June 30: The Banking & Finance Technology Roadshow with Arabian Computer News. Join ITP for the latest debates and developments in the financial IT sector. For further information, visit: http://www.itp.net/events/index

Muscat

June 11: CA Roadshow: Comprehensive Storage Management Solutions for the growing eBusiness. For more details, email riyaz@ca-me.com or visit http://www.ca.com/offices/me/events.htm

Riyadh

July 2: The Banking & Finance Technology Roadshow with Arabian Computer News. Join ITP for the latest debates and developments in the financial IT sector. For further information, visit: http://www.itp.net/events/index

||**||Recruitment|~||~||~|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. And please don't forget to notify us once the vacancy is filled.

EMPA Middle East FZCO: Regional distributor of Intel and Quantum

Wanted: Sales Engineers with channel experience & knowledge of the North Africa and/or Middle East region.

Must be able to travel frequently.

APPLY NOW: Please send an email attaching a CV to recruit@empa-me.com

Aptec Saudi Arabia

Wanted: Young, educated people willing to work in a fast moving company.

The following positions are open to appropriate candidates:

Retail Sales Specialist
A sound knowledge of the retail business would be appreciated.

The candidate should have very good communication skills and a good command of English.

His job is to create his own channel while passing up leads, giving time and support to his customers through daily visits or/and daily telephone contacts.

The position is based in Saudi Arabia.

The company will provide training on products.

Retail Business Developer
The position needs a previous experience in the retail market, ideally in IT, distribution or both.

The candidate should be holding a degree in Commerce or IT from a valuable university.

The candidate should have a very good command of English and should position himself as the Retail Office of the company.

Daily contacts with both customers and vendors, accuracy in reporting and development of marketing activities around his brands are required.

The Retail Business Developer will have to break into the market with major brands and to manage his Sales Specialist and his channel.

The position is based in Riyadh, Saudi Arabia with regular visits paid to customers/users Kingdom wide.

Networking Sales Specialist
A sound experience in selling networking products is needed here.

Understanding the end-user market is a must as it drives the sales to our second tier partners.

The candidate should have very good communication skills and a good command of English.

His job is to create his own channel while passing up leads, giving time and support to his customers through daily visits or/and daily telephone contacts.

The position is based in Saudi Arabia.

The company will provide training on products.

Telesales (two to three positions available)
We would like to invite here all people interested in the IT business.

People with experience in sales, in IT, or juniors are welcome.

Candidates have to speak English.

Dedication to customers is the rule. Your daily contacts, permanent follow-up on quotations and 100% availability will make the difference, willingness and happiness will do the rest.

Positions based in Riyadh, Saudi Arabia.

Oracle Product Manager
The candidate must hold a degree in Commerce from a valuable University.

A sound understanding of the IT world, its moves its requirements and future trends would help the ideal candidate to step quickly in the driver seat.

Daily contacts with both customers and vendors, accuracy in reporting and development of marketing activities around his brands are required.

A good command of English is a must.

The position is based in Saudi Arabia (Riyadh) with regular visits paid to customers/users Kingdom wide.

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

JULY 2001 FEATURES

Behind the BSA's piracy figures
The continuing fight against software piracy
Local assemblers
How is the local PC assembler market faring?
What WID?
The hype on wireless is making it hard to spot the opportunities in the handheld market.

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 mark.sutton@itp.net ||**||

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