eChannel 5 August 2001

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By  Mark Sutton Published  August 5, 2001

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

Sometimes you don’t realise the size of the problem, until you see it up close. I was sitting in the office of a senior IT director for a large regional financial institution. During the interview we had discussed a number of topics, but it was clear the burning issue for this particular individual was security. So much so that he maintained his own virus zoo. “To study,” he reassured me.

He didn’t stop there, his other hobbies included several other white hat activities, including examining the behaviour of various Trojans, sending viruses to himself to test anti-virus software, monitoring the volume of port scanning and often indulging in some port scanning himself. Some would call his behaviour unethical, but to me that isn’t the point — the ends justified the means. His own investigations made him far better equipped than many other IT managers to deal with security. He knew his enemy; he knew the size of the problem and acted accordingly.

For example, apart from making me paranoid about the whole security issue, he illustrated how easy it was to wreak havoc online with relatively little know-how and some easily available tools. Also he displayed the inherent weaknesses in many organisations network defences.

More worrying is that all organisations and vendors are playing catch-up in the security game — the pace is dictated by the unknown hacking community residing in cyberspace.

So how are local organisations coping with the security issue? Well, there is some evidence that local organisations are facing up to the security challenge — vendors are talking about increased awareness and investment, while end user organisations are appointing or training cyber security personnel.

Although the region’s larger organisations have learnt some of the operational lessons of IT security, there is still a prevailing reactive approach to the security question in the region. Many businesses appear willing to take comfort in spokespeople saying the local hacking activities aren’t malicious, rather than take action. It doesn’t matter. The security threat is a global one.

Some organisations cite the cost issues of implementing a security solution and employing the necessary qualified people to run it, as a reason for their own lethargic approach to security. True not everyone can afford to build a cyber equivalent of Fort Knox, but all businesses can learn to manage the security issue. Be that self taught like my friend the IT director, or through some sort of training programme.

It’s true that skills is the single biggest issue in the industry as a whole and of course security. In this region I believe the lack of security skills is severe. For too long security has been about box shifting and not delivering solutions or real training. Moves are afoot to address these issues certainly. But either way there is no short term solution to the absence of skills except biting the bullet and investing in skills.

To give you an idea of how high the IT security stakes are look no further than the region wide push to assume the role of ‘IT hub.’ Critical to hub status is going to be the ability to deliver a secure environment — don’t expect anybody to do business in a high-tech, but insecure environment.

There is already a huge volume of dedicated investment now being ploughed into developing Internet initiatives, but where is the dedicated investment in security resources?

While we’re on the subject perhaps a worthy footnote would be the need for cyber legislation to be put in place. When delivered such legislation should clearly define the legal position on issues such as digital certificates, privacy and online trading rights.

What is clear is that as long as the region continues its charge into the knowledge economy, it is increasingly going to have tackle these issues at a greater pace than it has done so far — particularly as attracting foreign investment increasingly depends on it.

||**||News|~||~||~|Tech Data expands knowledge base

Tech Data is building up its knowledge base, by focusing on professional certification for its sales and support staff. Seventeen salespeople from Tech Data have recently qualified as Cisco Sales Experts (CSE), certification that comes on top of an in house IT training course and exam, and completion of a number of Hewlett-Packard’s STARs training schemes.

The training has been undertaken as part of a scheme to focus the resources of the company into a ‘Centre of Knowledge’, to be able to offer better service to reseller customers, said Eliot Shephard, marketing director, Tech Data ME. “We are trying to introduce an understanding to our sales and support team, to bring them up to a professional level,” he explained.

The CSE qualification provides sales professionals with fundamental networking, product and industry knowledge, so that staff can understand reseller partners needs, and provide them with appropriate solutions. The course consists of Cisco Business Essentials for a technological and product overview, and Cisco Sales Essentials to give customer and market knowledge.

Shephard said that although Tech Data plans to offer more partner training in the future, the company had to first focus on its own staff. “We are filling in the gaps in the resellers knowledge, and filling in the gaps in the information flow from the vendors,” he said. “Our salespeople can talk their language, so we are confident that we can spec the project right first time, we know what it requires, what components go with what etc.”

Tech Data will continue with the training scheme, which mirrors initiatives in the states where the company has just completed certification in three Cisco specialisations, to extend training across all of its major vendors. The company is aiming for more web-based training and examination, and staff are happy to improve their skills, said Shephard. “The incentive to learn is really passed down to our sales people,” he said.

“They invest their time to improve themselves, and the results are very good. Skills development is a win for our customers and a win for Tech Data as they can recommend and up-sell new technologies, driving our sales and making us the first choice for technology resellers.”

Roger Levenhagen, marketing manager at Cisco Middle East. “On-going training is the key to success in the technology market—only by being smarter and better informed can technology providers differentiate themselves from competitors. In the increasingly commoditised technology market, great service keeps customers, great advice means they buy the products that best suit their needs.”

STME scales up storage staff

STME has increased its staff by one quarter over the past six months, as the company gears up for an anticipated Middle East storage boom. Over twenty additional certified professionals have been taken on in the region, to address increasing customer demand for enterprise storage.

The new engineers are primarily spread between STME’s office in Bahrain, Egypt, Saudi Arabia and the UAE, and have, in some cases, been recruited via the company’s website. STME will seek to expand its staff further, while maintaining a balance between sales and support staff.

“Industry experts have expressed growing concern about the lack of skilled IT professionals in the Middle East. However, we are finding that certified storage professionals are seeking out employment at STME at the same time that our customer demand is growing exponentially, so it’s a winning scenario for our customers, partners and the industry itself,” commented Trevor Hutson, general manager for STME.

He added, “STME’s primary goal is to have trained storage experts in place that know the Middle East market and are able to meet the unique storage needs of regional customers across a diversity of sectors. Our staff growth of 25 percent in 6 months reflects the emergent state of the storage market as well as STME’s leadership in providing enterprise storage solutions. At STME, we invest significant resources in training our employees, and ensure that all our engineers are factory-trained by our suppliers. In the last 12 months, STME has invested more than US $250,000 in staff training.”

Ancel Fernandes, STME’s marketing manager, who is responsible for driving quality initiatives within the organisation, commented: “Continuous focus on recruiting and training qualified staff is a key component of STME’s quality and customer-focused strategy. As part of our ISO 9001:2000 certified quality management system, we provide our employees with a beneficial working environment, and quarterly meetings are held to discuss recruitment and training needs. STME has created a culture of personal growth within the organisation, inspiring our team to excel and maintain STME’s status as the leading provider of advanced enterprise storage solutions in the Middle East.”

Computer Castle reaches the Gateway peak

Gateway is cheering loudly after it exceeded its target for the first quarter of the year in Saudi Arabia. While Computer Castle, Gateway’s Riyadh-based reseller hit the top, outperforming its Middle East competitors in the vendor’s ‘Reach the Peak’ incentive competition for its resellers.

"Computer Castle's better-than-expected performance in Saudi Arabia, amidst a general and worldwide IT industry slowdown, is testimony to our reseller's unique market positioning," said Lenia Iacovides, director, Gateway, South East Europe, Middle East & Africa (SEEMEA).

"Research shows that the Kingdom accounts for over 40% of all Middle East sales. This, coupled with the government's pledge to equip schools and universities with 250,000 new PCs over the next five years, makes Saudi Arabia a very important market for Gateway," added Iacovides.

ACCPAC plans expansion in Middle East

ACCPAC is continuing its regional drive following the conclusion of its first Middle East partners meeting in Dubai. The aim of the meeting was to develop the ‘ACCPAC community’ policy and enable resellers and third party members to pool skills and experiences of the region.

“The focus of the meeting was to exchange ideas on ways to participate in the region’s growth and learn from each other’s experiences in the different ME IT markets,” commented Marc Van der Ven, regional manager for ACCPAC. “One of ACCPAC’s partner strategies is to put different ACCPAC business and development partners together, which allows them to discuss their respective markets, and enables them to learn of each other’s products and co-operate on certain projects or business prospects,”

ACCPAC acknowledged the important role of their partnerships and touted their range of products for small-to-medium businesses.
“Our solutions run on the most widely used platforms in the region (MS, ORACLE, IBM, CA), and offer a level of scalability that allows channel partners to present the region’s growing businesses with applications that can accompany their development and give them the best return on investment,” added Van der Ven.

The vendor also announced plans to expand its business partners in the region to 40 by the end of the year. The vendor currently has 30 regional partners.

Paramount relocates to Dubai Internet City

Paramount Computers, the e-security solutions provider, has moved its office to Dubai Internet City. The company, who represent Trend Micro, RSA, ISS and Stonesoft, will continue to offer its holistic security approach from the DIC. The new facility includes labs for training and assessment of infrastructure.

Referring to the move to Dubai Internet City, Harish Kunnath the managing director of Paramount Computer systems said “We believe that this dynamic venture of HH Sheikh Mohammed will be a tremendous success. For Paramount the time has come to move to the eye of the storm, to compete effectively with the major players in the IT industry and to flourish. Since 80% of our business today is from Internet security products and services it makes sense to be based in DIC. Ultimately we have to keep our kitchen close to the dining table of our customers”.

||**||Dealer Incentives|~||~||~|The BIG BUY and WIN with Mindware
Buy OEM Windows’98, Windows 2000 Professional and/or WinMEin the month of August and reward yourself with FREE quality gifts!

Buy 21 to 51 Units (Get - Siemens C-28 Mobile Phone)
Buy 52 to 75 Units (Get - Sony 6 Head VCR)
Buy 76 to 120 Units (Get - Sony VCD Hi-Fi System)
Buy 121 to 252+ Units (Get - JBL Home Theater System with DVD Player)

Offer valid for orders received between the 1st August and 31st August 2001 only and does not apply for any deals that require special pricing from Microsoft/Mindware. Gifts to be claimed from Mindware Dubai. Shipping cost if any, to be borne by the reseller as per actual. Offer is accumulative. Gifts can be claimed after 15th September 2001.

CALL MINDWARE SALES DESK NOW !! ON +971-4-391 3333

Validity – End of the Month
Contact Mindware Sales Desk on (971-4) 391 3333
Or Fax us at (971-4) 3913334
Or e-mail us at sales@mindware.co.ae

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

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: http://www.cisco.com/rewards/emea/how.html

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

Tech Data Cisco Summer Pricing
New promo pricing for Cisco 2900 Series 10/100 & Gigabit Switches

Product code $ List Price $ price
WS-C2912-XL-EN $1,495 $810
WS-C2924-XL-EN $1,995 $1125
WS-C2924C-XL-EN $2995 $1825
WS-C2950T-24 $2,395 $1450
WS-C2950C-24 $2,995 $1825
WS-C2950-24 $1,995 $1125
WS-C2950-12 $1,495 $810

Valid until 30th November 2001. All Prices are per unit and Ex Jebel Ali. This Promo cannot be used in conjunction with any CTMP`s. Remember where you heard it first!
Contact ; pradeepa@techdata.co.ae pradeepa@techdata.co.ae, dorianc@techdata.co.ae, vivekv@techdata.co.ae

Tech Data offers the Best Priced notebook in the Middle East

Tech Data steps forward to offer Middle East resellers the best priced notebook - Hewlett Packard Xe3 Omnibooks. The success came after the sales of these notebooks flying in KSA, Kuwait and other territories.This special offer from Tech Data is clearly our strategy to close bigger sales during the summer when people are on the move.

For more information on the special offers please log on to our website : http://www.techdata.co.ae (click on to resellers special offers or other exciting links/Exciting offer on HP Xe3 Omnibooks) or call our Sales desk at 971-4-3346952.

Intel P4 and Intel Camera/Toys Offer

Tech Data in conjunction with Intel bring you promotion on Intel Pentium 4 Processors and Intel Camera and Intel Toys.

With Any Pentium 4 Processor Get an additional 25% off on an Intel Pocket PC Camera
With Any Pentium 4 Processor Get an additional 25% off on an Intel Easy PC Camera
With Any Pentium 4 Processor Get an additional 25% off on an Intel QX3 Microscope

Promotion Valid Until 25th. August

Call your account managers at Tech Data today to place your orders while stocks last.

How Secure Is The Data Travelling On Your LAN?

Intel PRO/100 S Desktop Adapters With IPSec Encryption Prevent Malicious Attacks and Tampering
Key Features:
-IPSec hardware offload enhances IPSec performance
-10/100 autosensing and full duplex
-Intel Priority Packet improves bandwidth control
-Intel SingleDriver technology simplifies install & maintenance
-Intel Adaptive Technology – increases network response time
-NEW! Linux driver support
-Tivoli agent and Intel LANDesk Client Manager included

Summer Special Offer*

$33per NIC

For Peace of Mind Install Intel Pro/100S Adapters call Tech Data Now on 04 334 6952 For A Great Deal on Intel

Sign up to Intel’s Focus Integration Program for Volume discounts and More

Special offer price applicable until end Sept 2001 or while stocks last, Prices : Ex-JAFZ

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

Intel & Cisco Gigabit Promotion Bundle

PWLA8490T INTB PRO/1000 T Server Adapter (10/100/1000)
Normal Price $165.00, bundle Offer with Cisco Switch $75.00
Validity: 11/30/01
Contact: ashfaq@techdata.co.ae

Note: 1. The above promotion price on Intel Gigagit Adapter is only valid with Cisco 2900 Series 10/100 & Gigabit Switches.
2. Intel Gigabit Adapter Offer is valid while stocks last.

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.

Dubai

August 5-9: Sun Microsystems System Administration II. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 7-9: Sun Microsystems Veritas NetBackup. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 12-16: Sun Microsystems System Administration I. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 12-14: Sun Microsystems Veritas NetBackup. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 19-23: Sun Microsystems System Administration II. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 21-23: Sun Microsystems Veritas NetBackup. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 26-29: Sun Microsystems Network Security using SunScreen EFS 3.0. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

August 26-28: Sun Microsystems Veritas NetBackup. For further information contact Sun Educational Services on +971 4 336 6333, email training@dubai.sun.com or see http://www.sun.com/middleeast/education

Cairo

August 5-7: ISS Real Secure Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

August 8-9: ISS System Scanner Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

August 12-13: ISS Internet Scanner/Database Scanner Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

September 2-4: ISS Real Secure Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

September 5-6: ISS System Scanner Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

September 9-10: ISS Internet Scanner/Database Scanner Training, Cairo. For further information contact ISS on +202 760 70 11, or see http://www.iss.net

||**||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
Tech Data is a leading global provider of IT products, logistics management and other value-added services. A Fortune 100 Company, with over 8,000 employees in more than 30 subsidiaries across the world.

To support our continued growth and expansion in our Middle East operation we are looking for professional, self-confident and dynamic team players with excellent communications skills, for the following roles:

Sales Professionals-UAE
Ref: ISE/2
Working within our fast paced sales team your communication and telephone handling skills will be second to none. Proactive calling and receiving to profile potential and existing customers, solicit business in order to maximize sales to meet your individual and team targets. Tech Data will provide award winning customer support structures so that you can provide the best service to our resellers.

Business Development Managers - Bahrain/Kuwait/KSA
Ref: BDM/2
Based in country, we require exceptional candidates to further our growth in the above regions. Working closely with the Sales Teams, you will be responsible for developing and building on existing client relationships whilst pro-actively seeking new resellers for Tech Data. Ability to work independently is an essential requirement for this role.

Credit Controller-UAE
Ref: CC/1
You will hold an accounting qualification and have at least 2 years of experience in the credit functions of FMCG/distribution businesses. At Tech data you will be involved in complete credit cycle of our clients. Detailed and methodical, Arabic language is an advantage as is the ability to work under pressure.

Purchasing Controller
Ref: OPS/1
You will direct and control purchasing operations to achieve the company’s annual operating plan through the provision of products to Sales & Marketing teams at optimum prices. Stock management and inbound logistics form an essential part of the job. With relevant qualifications your strengths for this role will be in organisation, analytical and negotiation skills. Good working knowledge in logistics, freight rates and custom laws.

Cisco Field-based Sales Specialist-KSA
Ref: BDMC/1
You will have previous working experience with CISCO products as well as an appreciation of customer care and retention. Working closely with the Dubai based CISCO Team, you will be responsible for developing and building on existing client relationships, whilst pro-actively seeking new customers to purchase CISCO products and services.

To apply please contact Tech Data's Human Resource Manager on fax: 00 971 4 335 9524, or email: careers@techdata.co.ae, in writing to Tech Data FZ LLC, PO BOx 50718, Dubai, United Arab Emirates, or see http://www.techdata.co.ae/aboutus/currentjob.asp

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

September 2001 FEATURES

Network Security
Does the channel face an uphill struggle in promoting security solutions?
Ask the experts
What can big name consultancy firms do for your business?
Country focus
An in depth analysis of up and coming opportunities outside of the Gulf.

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

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

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

Training: skills and learning

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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