Get to Know: Hazem Bazan

As solutions provider organisation (SPO) manager for HP in the Middle East, Hazem Bazan is one of the most influential executives working in the regional channel. Channel Middle East ‘gets to know’ HP’s Hazem Bazan.

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By  Stuart Wilson Published  April 2, 2006

|~|gtkhb200.jpg|~|Hazem Bazan, solutions provider organisation (SPO) manager for HP in the Middle East|~|As solutions provider organisation (SPO) manager for HP in the Middle East, Hazem Bazan is one of the most influential executives working in the regional channel. Having successfully introduced HP’s preferred partner programme into the region and driven the process of channel specialisation, Bazan continues to innovate the vendor’s cutting-edge Middle East go-to-market model. Channel Middle East ‘gets to know’ HP’s Hazem Bazan.

CME: What is your career history to date?

Hazem Bazan: I started out in Egypt working as a systems engineer for an IBM partner. I moved to Bahrain and then to Abu Dhabi with GBM before joining Compaq in 1997. I handled many roles at Compaq before the merger with HP and finally ended up as SPO manager for the Middle East.

CME: What do you enjoy most about working in the Middle East IT channel?

Hazem Bazan: The diversity of the channels and the different dynamics that exist across the 12 countries. The diversity of the economies and the different cultures as well. I love working to help partners and to help HP achieve its goals.

CME: What is the proudest moment of your career to date?

Hazem Bazan: Receiving the award from ITP as IT vendor manager of the year in the Middle East was a proud moment. In general, guiding people and mentoring is also a source of pride. It is difficult to pick out one moment — there are so many individual moments during the last 15 years that I could pick.

CME: How would you describe your management style?

Hazem Bazan: Lead by example. Walk the talk and that is something I have tried to do throughout my career. You cannot push your team to limits that you cannot reach yourself. That is something I stick to — take them outside their comfort zones but provide them with an example of how to achieve their goals. Also, it is vital to give everyone the space to operate in order to meet his or her goals.

CME: What are your top channel tips for the next 12 months?

Hazem Bazan: It is not about quantity anymore, it is all about the quality. This is the trend for the next two years. Each partner has to find out what they are good at and focus on it. Being a hybrid partner is becoming more difficult. The analysts are saying this across EMEA and in the US. Look at your capabilities and skills. If you are strong in retail, focus on that; if you are strong at value-added distribution, follow that path. Make sure you excel at your chosen field and then continue to really focus on it.

CME: What is the best deal you have ever closed?

Hazem Bazan: That is a tough one. I close deals every day with partners and customers. There were a couple of deals where I played a role as an influencer that stand out. One was with a large Saudi end-user six months ago. It meant that HP won the account back and there was a significant amount of business as a result across various product areas including PCs, storage and servers as well.

CME: What is the most valuable business lesson you’ve learnt?

Hazem Bazan: It is the same business lesson regardless of whether you are dealing with partners or end-users. It is to never over commit. Listen to the customer, understand his or her needs and build your value proposition based on that and then make sure that you do not waiver in the delivery process.

CME: How do you like to relax outside of work?

Hazem Bazan: I have been using yoga techniques for a year now. The breathing exercises are very good for alleviating any stress. I also read a great deal to exercise the right hand side of the brain. The last book I read was ‘The Power of Now’, which talks about the importance of living in the present tense as opposed to living in the past. By all means think about the future, but don’t live in it.

CME: Which IT industry figure do you admire most and why?

Hazem Bazan: There are so many companies in the IT industry that have achieved great things in the last few years. All the people leading those companies and also those people behind the scenes should be admired. I also admire many leaders in the Middle East driving the vision for their countries.

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