eChannel 8 September 2002

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By  Mark Sutton Published  September 8, 2002

Editorial Leader|~||~||~|Too much credit, not enough control?

Next week, CRN will be holding a round table discussion on channel finance issues. One of the key themes, at least from the distributor's point of view, seems to be that many resellers simply do not understand their business well enough to be profitable. The willingness of some resellers to cut margins, or sell at a loss seems to suggest that some companies do not understand how to run a business. The situation is compounded by credit that is too easily available from distributors, and by the ease with which companies can set up, and promptly disappear in the region. All of these create a channel that some people think needs much greater control of its finances. Fair comment or not?

||**||News|~||~||~|Logica urges local companies to embrace outsourcing

Middle East businesses have yet to embrace business process outsourcing (BPO), regardless of cost and efficiency benefits. According to estimates from local services company, Logica Middle East, less than 1% of Middle East organisations have opted for the BPO model.

"Businesses in the Middle East are seeking to reduce their internal spending, and non-industry-specific support activities represent an enormous potential market for service providers. Services that were in the past managed by various providers, are now being offered as whole solutions by one provider," says Derek Kemp, Middle East CEO of Logica.

"So when procuring for a niche requirement, global businesses are increasingly adopting the design, build, finance, and operate (DBFO) model, long used by governments around the world. In this model, the provider designs the business processes, delivers a best practice IT solution to support them, and runs the resulting processes on an outsourced basis, typically using a financial or accounting model relating to business volumes," adds Kemp.

Gartner Dataquest defines business process outsourcing (BPO) as "the delegation of an IT-enabled business process to a third-party that owns, administers, and manages the business process according to a defined set of metrics."

Increasing number of businesses are reviewing their internal operations and then reorganising to concentrate on their core businesses. BPO enables companies to focus on their core capabilities more effectively.

"Outsourcing is a challenge, but it is more of a challenge to be competitive, flexible, and innovative while delivering all functions internally," says Dr. Richard Sykes of Morgan Chambers, an outsourcing consultant. "The successful company embraces outsourcing with determination," he adds.

BPO also can save businesses large capital investments, while also improving the service level within the organisation.

"The business benefits of BPO are enormous - especially for larger regional organisations, like those found in the government, energy and utilities, finance, and telecommunications sectors," says Kemp.

"Ultimately, companies in the Middle East have got to ask themselves whether they can afford to sustain such extensive, and largely unnecessary, IT spending levels, when business process outsourcing has become a viable and immediate strategic alternative for them," comments Kemp.

Low levels of understanding hold back security services market

A lack of understanding and confusing vendor messages is inhibiting the growth of the security services market. Although the security services market continues to show strong growth, the heightened level of security awareness among businesses has yet to be translated into exceptional level of spending.

According research from IDC, the European security services market is forecast to grow from US$1.9 billion in 2001 to US$5.9 billion in 2006, with a compound annual growth rate (CAGR) of 26%.

"The relatively low willingness to spend on security services, and the high level of supply-side fragmentation, is putting pressure on the business models of many security services firms, and many will not survive," said Martin Canning, Research Director, IDC European Services Research.

While the market prognosis is good , IDC believes that the market has reached a critical juncture. In order to build credibility and facilitate spending, players in the security services market must accept extensive consolidation and re-examine their positing messages.

HP touts price/performance breakthroughs of Itanium 2 machines

HP has begun rolling out its Itanium 2-based machines, touting price/performance breakthroughs for HP-UX, Microsoft Windows and Linux. The computing giant has released several workstation and server configurations leveraging on Intel's second generation 64-bit chip.

"Our customers win today as HP's Itanium 2-based solutions deliver unmatched value," says aid Joseph Hanania, general manager of HP Middle East.

"Customers get maximised business computing power with the benefits of breakthrough performance and scalability at a low cost. With HP's unparalleled expertise and comprehensive services, customers can quickly and incorporate Itanium 2-based systems into their environments. In addition, with HP, the path for future growth is clear and customers' IT investments are protected," he adds.

Gilbert Lacroix, general manager, Intel Middle East adds "Intel's joint effort with HP has delivered an exceptional architecture and products that will deliver the scalability, reliability, investment protection and absolute performance for the most demanding corporate needs. HP has developed a comprehensive portfolio of products based on Intel's Itanium 2 complete with chipsets, a choice of operating systems, software and a broad family of server and workstation models that bolster Intel's efforts in this demanding market segment."

Morocco to build US $1.0B port in Tangiers

Morocco has launched an international tender to select a bidder for the construction of a $1.0 billion deep sea and container harbour in the northern city of Tangiers, reported Reuters.

According to a statement [September 4, 2002] by the project manager, Tangiers-Mediterranean Special agency, "Morocco decided to achieve a large complex of international standard, based on a large sea port on Gibraltar Strait, together with a logistic, trade and industrial free zone."

The port will be the largest in the country after that of Casablanca.

The successful contractor will be announced in mid-February 2003.

The port is expected to be complete by the end of 2006.

||**||Dealer Incentives|~||~||~|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.

The Aptec- Network Associates Reseller Rebate Program

For 2 Months Only Between 1st August & 30th September 2002

A Never before Offer...

When you buy McAfee Multinodes & Licenses from Aptec You Get % back as a Rebate

Buy worth Dhs 100,000 you get 1% back
Buy Worth Dhs 50,000 you get 0.5% back

To start placing your orders, call Aptec now at: Tel +971 4 336 6885, fax +971 4 335 5941, email: sales @aptecme.com or visit us at www.aptecme.com

b]Did you see the new Currency? The D-Link Dollars!

Starting 1st August Ending 30th September 2002
When You Buy:
Product Code Price in $ Min Qty Dlink Dollars
DFE-528TX 11.00 40.00 30.00
DFM-560EL 35.00 20.00 30.00
DFM-562IS 13.00 40.00 30.00
DES-1008D 60.00 2.00 5.00
DES-1016D 132.00 1.00 10.00
DES-1016R+ 185.00 1.00 15.00
DES-1024R+ 250.00 1.00 25.00
DI-304 180.00 1.00 10.00
DKVM8E 245.00 1.00 15.00
DWL-900AP 140.00 1.00 10.00
DWL-1000AP 155.00 1.00 10.00
DSH-16 105.00 1.00 5.00
DGE-500T 64.00 1.00 10.00
DFE-690TXD 30.00 10.00 25.00
DSC-350F 65.00 10.00 50.00
DES-3226 530.00 1.00 50.00
DMP-110 62.00 1.00 5.00

Your Dollars will get you:
D-Link Dollar Rewards D-Link Dollar Value
Panasonic Cordless phone Model MHCVX333 30
D-Link Digital camera + web camera - DSC-350F 60
Nokia 3310 Mobile phone 90
Nokia Mobile Phone 3330 100
Nokia Mobile 5210 170
Nokia Mobile 6310 225
Sony Video CD HiFi - Model: MHCVX333 240
Sony 21" Flat screen TV - Model HA21M80 300
Sony Handycam Model: TR 64 340
Sony Digital Handycam - Model TRV140 475
Sony Home Theatre system - DAV 500 500
Sony 29' Flat screen TV - Model J29M80 530
Nokia 9210i - Mobile 620
Nokia Multimedia Media messaging Phone model :7650 670
Air Ticket with Hotel stay
4 days/3 nights to Thailand/Bangkong 830
Sony Home Theatre system - DAV 800 1000
Air Ticket with Hotel stay
4 days/ 3 nights to Switzerland - Zurich 1200
Air Ticket with Hotel stay
4 days/ 3 nights to Paris 1300
Air Ticket with Hotel stay
4 days/ 3 nights to Nairobi with Safari 1300
Acer Laptop, P4 1.6m/ 256DDR
20GB/DVD-FDD 14.1"TFT/56K/win XP pro 1550
HP Laptop XT6200 P/4 1.6GHz 256M
20g 15" TFT dvd/cd WinXP 1720
250 Grams Gold Bar 2400

For More Information Call Aptec Now
Tel. +971 4 336 6885, Fax: +971 4 335 5941
E-mail: sales@aptecme.com

Terms & Conditions apply, visit our website: www.apteconline.com/dlinkdollars

Win Big with INTEL and EMPA Middle East FZCO

Valid from 1st of September to 26th of September, 2002

Intel(r) Program Members (IPIs & IPPs), who purchase Intel(r) Pentium 4 2GHz and above from EMPA Middle East FZCO will enter the competition.
Only 26 days, purchase more, increase your chance!

Conditions:
1) Valid from 1st of September to 26th of September, 2002.
2) Intel Program Members will be ranked according to their level of purchase in units of the qualifying products during the period.
3) Qualifying products are Intel Pentium 4 processors 2GHz, 2.2GHz, 2.26GHz, 2.4GHz, 2.5GHz, 2.53GHz, 2.6GHz, 2.667GHz and 2.8GHz.
4) Products must be invoiced/collected to the/by customers between the 1st of September 2002 and the 26th of September 2002 to be taken into account in the ranking.
5) At the end of the incentive period, EMPA Middle East FZCO will communicate final ranking position to each of the participating customers and reward the customers achieving the following ranking positions: 1st, 5th and 9th.
1st customer: Nokia 7650 Mobile Phone
5th customer: Nokia 3510 Mobile Phone
9th customer: Nokia 3330 Mobile Phone
6) Regular communication of their ranking position will be done to all customers throughout the 4 weeks of the competition.

Killer price promotion from Tech Data and Computer Associates

BrightStor ARCserve Promotion

A

Each BrightStor ARCserve Competitive Replacement SKU includes: BrightStor ARCserve 2000, 5 Universal Client Agents, and 1 Year Upgrade Protection.
BASCPU7000AE0TC BrightStor ARCserve 2000 Advanced Edition Competitive Replacement
Promotion Price $342.00

B

Each BrightStor ARCserve Competitive Replacement SKU contains a comprehensive bundled solution including: BrightStor ARCserve 2000 Advanced Edition, 5 Universal Client Agents for Windows, Open File Agent, Disaster Recovery Option, 1 Year of Upgrade Protection, 1 Year 24x7 of Technical Support, and BrightStor ARCserve Self-Paced Computer Based Training CD.

BASUPG7000AE0TC BrightStor ARCserve 2000 Advanced Edition Deluxe Competitive Replacement
Promotion Price $702.00

Terms and Conditions:
All above are OLP orders only. Hence End user details with proof of competitive product is required before the purchase. Promotion is valid until September 2002. Media Kit has to be bought separately.

KILLER PRICE PROMOTION FROM TD / CA

A) ARWDROPR700ENTC BrightStor ARCserve 2000 Workgroup Edition, Backup Agent for Open Files, and Disaster Recovery Option Promotional Bundle
$926.00

B) ARADROPR700ENTC BrightStor ARCserve 2000 Advanced Edition, Backup Agent for Open Files, and Disaster Recovery Option Promotional Bundle
$1313.00

Terms and Conditions:
All above are OLP orders only . Hence End user details are a must before the purchase. Promotion is valid until September 2002. Media Kit has to be bought separately.

What would you do with $500 free cash?

Network Associates and Mindware have teamed up to give you, our valued customers, FREE CASH.
Simply purchase your Network Associates products from Mindware and you will recieve cash:

Spend between $30,000 and $35,000 - claim $150!
Spend between $36,000 and $40,000 - claim $250!
Spend between $40,000 and $45,000 - claim $350!
Spend between $45,000 upwards - claim $500!

To claim your cash complete the claim form at www.mindware.co.ae/nai and specify the amount you have spent with us on Network Associates products during this period.

Terms & Conditions
Offer valid from August 10th to September 30th, 2002
In order to claim your cash you must register online at www.mindware.co.ae/nai
This offer is accumulative over the validity period
Offer valid with products bought from Mindware only

For more information contact Mindware +971 4 391 3333

THE BIG DEAl

EMC and Mindware have teamed up to give you an unbeatable offer for the next six months
First prize-$1,250 Second prize-$1,000 Third prize-$750

HOW TO WIN: It's simple-the participant who closes the highest value lead (in revenue) will win the cash prize. Mindware will assist all participants by giving our expertise and knowledge base of our product to help you tackle the customers. We will engage EMC directly where necessary and help with the sales stock

HOW TO REGISTER: Simply complete the registration form online at: www.mindware.co.ae/emc

Terms & Conditions:
• All participants must register online. All leads must be submitted via the web to qualify.
• All leads must be closed by 20 December 2002. Prizes will be distributed in January 2003 in the form of a cheque made payable to the sales person.
• In the event of a draw for any of the places, the higher number of leads (that created the winning revenue) will be the determing factor. If a further draw occurs, then the number of units within the leads will be the last determining factor.
• Winners will be published in IT publications and on the Mindware website (subject to winners approval)
Validity: 1 July 2002 - 20 December 2002.

Mindware website special offers
Mindware has launched its new website www.mindware.co.ae www.mindware.co.ae
Our customers have the opportunity to purchase Microsoft products online,
view our ongoing roadshows and seminars, check out all the special offers and win prizes!
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*For your access code please contact marketing@mindware.co.ae

||**||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.

Cairo

September 18: IT Security Roadshow, presented by ITP. Four Seasons Hotel. For more information contact ITP Events on +971 4 391 0888

September 25: Innovation Technology Roadshow, presented by ITP. Four Seasons Hotel. For more information contact ITP Events on +971 4 391 0888

Dubai

September 14: IT Security Roadshow, presented by ITP. Emirates Towers Hotel. For more information contact ITP Events on +971 4 391 0888

September 22-23: ELERT II, wireless security conference. Fairmont Hotel. For more information contact Trevor Punt, Bighat Media on Tel +971 50 651 3905.

September 29: Innovation Technology Roadshow, presented by ITP. Emirates Towers Hotel. For more information contact ITP Events on +971 4 391 0888

October 14-17: Gitex Reseller Channel Forum, presented by ITP. For more information contact ITP Events on +971 4 391 0888

Kuwait City

September 23: Innovation Technology Roadshow, presented by ITP. Sheraton Hotel. For more information contact ITP Events on +971 4 391 0888

Riyadh

September 16: IT Security Roadshow, presented by ITP. Sheraton Riyadh. For more information contact ITP Events on +971 4 391 0888

September 21: Innovation Technology Roadshow, presented by ITP. Sheraton Riyadh Hotel. For more information contact ITP Events on +971 4 391 0888

||**||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

One of the leading international IT distribution companies in the region, EMPA is an authorized distributor of Intel, Maxtor, Quantum and other prominent brands in Middle East, Central Asia and North Africa regions. We are seeking ambitious, dynamic and hardworking professionals for the below mentioned positions.

CHIEF ACCOUNTANT

The candidate must be a Qualified Chartered Accountant with minimum seven years of experience of which three years as a Chief Accountant, in the age group of 30~40 years. Must be fluent in English and have a valid UAE driving license.

SALES PERSONS

(English speaking, Arabic speaking preferred)

The candidates must be engineering graduates, preferably Computer Science / Electronics Engineering. Should possess minimum 2 years work experience in IT product sales with strong knowledge of Middle East market. A valid UAE driving license is a must and having a car is an added advantage. A target oriented & go-getter with good customer service skills.

OFFICE ADMINISTRATOR CUM RECEPTIONIST (Female)

The candidate must be a university graduate with excellent communication skills in English and Arabic. Must have previous experience with computers, self-correspondence, filing and office management.

RMA HANDLING SPECIALIST

The person must be experienced in RMA handling and must possess technical knowledge of testing computer components. Valid UAE driving license is an advantage.

All positions are based in Jebel Ali Free Zone. The successful candidates will be offered attractive salary, bonus and other benefits.

E-mail your resumes to recruit@empa-me.com or visit www.empa-me.com to fill out an application on the web.

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.

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

October 2002 FEATURES

ACN/PricewaterhouseCoopers security report

Security deployment in the Middle East

Networking for SMBs

Technologies and strategies to get small-to-medium customers networked

CRN Round Table

Financing the channel

Business insights: financial trends; who is winning and who is losing; company acquisitions, mergers, and sell-offs.

Solution: success stories from the channel.

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

People: skills, recruitment, human resources

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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