eChannel 12 August 2001

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By  Mark Sutton Published  August 12, 2001

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

The big name hardware vendors are all pushing their consultancy arms. IBM makes one third of its revenues from consultancy, Compaq boss Michael Capellas has made it clear that he will spend whatever it takes to mirror that in his own company. Corporate services are big business—but are corporate service arms treading on the channel’s toes?

While researching a feature on consultancy and the channel, I spoke to several big name vendors, and was assured by them all that their services do not conflict with the channel. Microsoft has even released a rulebook in the US, to govern the relationship between Microsoft Consulting Services and the channel. Senior staff at Microsoft have promised that any of its staff caught in breach if the rulebook, which covers how deals are worked, will be punished.

The idea is not new—IBM has tried it in the past. But how can consultancy not cause channel conflict? Adding value, be it expertise, location-specific support, or even just manpower are all elements that can clinch a deal. But surely that is the role of the channel—with customers still pushing for vendors to take the lead in deals, will aggressively-promoted consulting arms really stick to the rules? Will sales staff really be punished for going direct? And will the average solutions partner dare to complain about consulting arms that can get them in to some of the biggest and best projects?

In the US, the Microsoft rulebook was met with scepticism—sales staff, especially in this climate, are not going to share any deals that may come their way, was the response from most partners.

In this region, with skill shortages and a lack of geographic coverage in all but the biggest solutions providers, partnership is vital. Be it expertise, local support, or even just simple manpower, partnership can provide the essential elements to help clinch the deal. But does a growing service presence in the region present a threat to solutions providers? Perhaps the most telling aspect of researching consultancy was that the vendors were all very keen to talk, and to assure the channel that they did not present a threat.

The solutions providers on the other hand, did not want to talk.

||**||News|~||~||~|Sakhr takes customer support into cyberspace

Sakhr Software is taking customer support to the Internet in an effort to accelerate response times and customer satisfaction.

The regional ISV has developed and deployed an online customer support system, accessible through www.sakhr.com.

According to Ahmed Omran, technical support manager with Sakhr, the online support system will enable the ISV to save time and effort in satisfying customers.

The online solution builds on Sakhr’s existing customer database, which holds information on previous inquiries, customer records, existing support expertise, customer comments and support suggestions.

The system has been designed to maximise the communication between customers, partners and Sakhr’s professional technical support team. Customers and Sakhr solution providers (SSPs) will be able track the status of their inquiries online.

When either customers or SSPs submit inquiries they are issued with a user ID and password, which can be used to check the status of their request, post messages and receive technical support reply.

Sakhr’s own cadre of developers will also use the system internally to handle product management issues.

NCR deploys crack security team

NCR has formed a crack team of security experts to tackle the region’s Internet and network security issues. The highly trained engineers and consultants will take customers through the entire security cycle, from audit to implementation and on to the reviews process.

The deployment of the security team comes as NCR has boosted its security arsenal through a partnership with security vendor Symantec. Best known as an anti-virus software provider, Symantec will make its “holistic set of technologies and methodologies” – which encompasses the anti-virus products, firewalls, VPNs and intrusion detection systems – available to NCR.

“There is one factor right at the top of the minds of every single one of our customers: they want to engage in the e-business world, and do it securely,” says Nidal Abou Ltaif, director of NCR e-BIS MEEEA. “Symantec is the perfect fit with its full lifecycle of security products, each with an outstanding reputation for its soundness of design and engineering quality,” he adds.

“NCR is the perfect partner for Symatec in the Middle East. Its heritage is formidable, as is its customer base of large organisations here. We believe that a watertight security implementation is based on top-notch technology, combined with an integrator with the depth of experience and technical skill to put it together into a rock-solid implementation,” said Kevin Isaac, Symantec regional manager for Middle East and Africa.

E-Technoworld and MTV to bring glamour to Gitex Computer Shopper

Emirates Computers, through its E-Technoworld, the UAE’s leading Consumer Electronic retailer, has confirmed sponsorship of the T2 Technology Fashion Show, a leading feature of the forthcoming Gitex Shopper exhibition this October.

Created and organised by T2 magazine and the Dubai World Trade Centre, the fashion show will combine high style with high technology, showcasing the latest mobile phones and consumer electronics to the tens of thousands of visitors to the show.

“The idea of a catwalk in Shopper is inspired”, said Pankaj Nadkarni, International Project Manager of the Dubai World Trade Centre. “It will be a great draw, and add even more value for both the visitors and exhibitors. We are anticipating even more visitors this year due to the attraction of the Fashion Show and the high profile of both the personalities and items displayed.”

“E-Technoworld has established itself as the premier electronic retailer in the region” said Joe Tabet, vice president, products business at Emirates Computers. “We were one of the first outlets to successfully combine brick and click strategies and we remain in a market leading position. The sponsorship of the T2 Technology Fashion Show allows us to push the boundaries of our marketing and sales even further.”

The event will be expertly compered by a leading MTV personality, live from the exhibition hall.

Mindware moves to Dubai Internet City

Mindware has completed its move to new offices in Dubai Internet City, the company has announced. The distributor, the only ISO9002 accredited distributor in the region, has made the move to DIC to continue its close relationship with major IT players in the city. The office will serve Mindware customers across the Middle East.

Commenting on the move, Mindware managing director Tim Martin said, “Dubai Internet City has quickly established itself as ‘ground zero’ for the fast-growing IT industry within the region. The advanced infrastructure it provides allows us to build upon our commitment to delivering quality products and solutions to our customers, wherever they may be.”

Local PC markets resists global slowdown

While a recent Gartner Group study reported slowing global PC sales, the Middle Eastern market has, according to local company Tech Data, bucked the trend. Using chips sales as its measuring stick, the company believes the local assembly market to be exceptionally healthy. Tech Data’s own sales of Intel chips have more than doubled this year and Compaq has announced growth of 17.3% in units sold for the first quarter of the year 2001 in the region.

“Governments, PC Vendors, IT distributors and resellers in the Middle East are fighting the effects of the global economic slowdown,” says Steve Lockie, managing director of Tech Data. “The collective and continuous efforts of market players and governments is what keeps the growth momentum going.”

Eliot Shepherd, marketing director, Tech Data, points to the region’s government initiatives and efforts by authorities to push for IT education as reasons for the PC market’s continued growth. Other factors, the company says, include business upgrades as users wish to keep up with the advancements in technology.

Lockie adds that a series of government initiatives and announcements during the last few quarters has also played a key role in countering the effects of the global downturn, specifically the cutting of import taxes and customs duties on IT-related products, which has lowered the prices of PCs and computer components. The effects of these new regulations have been almost immediate, says the company, as it grew its market by 35% in the second quarter in 2001.

||**||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 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 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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