Serjios El-Hage, East Meets West (EMW)

Convergent technologies proving to be gold for EMW.

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By  Eliot Beer Published  September 9, 2007

Convergent technologies proving to be gold for EMW.

ACN: What's your big focus going to be for this autumn in the region?

SH: We need to concentrate on the basics because we've already tripled our staff, tripled our revenue - everything has tripled.

We need to go back to our install base, and upsell to them, upgrade them. The technologies we represent today are, in our view, the best-of-breed. We've added a new vendor to our portfolio - Cisco - and we feel that the combination of vendors we represent today should pretty much cover 99% of the customer base out there, and their requirements.

ACN: What are the big issues you see in the regional enterprise IT sector?

SH: The big issue is still the ability of customers to look at return on investment (ROI), and the use of technology in their business. Mobility and upgradability are also critical. The tie between the business or commercial objectives and technology - some customers that are well aware of technology get this, but other customers who are more commercially focused, or focused on traditional ways of doing business, will take longer.

ACN: What are the hot technologies that are shaping enterprise IT trends?

SH: The convergence of wireline and wireless. We started wireless here around three-and-a-half years ago and we see a lot more interest today compared to that period. Before it was an add-on - not a necessity.

ACN: How can enterprises maximise their IT RoI?

SH: They need to invest in the right technologies - this is the only way to maximise their ROI. They need to have support contracts with whomever implemented their systems, and think of technology as a solution, rather than a box. They also need to give very specific demands and requirements to their providers - A, B, C - as opposed to making general propositions.

ACN: Why should CEOs care about IT?

SH: Because it's the blood that flows through the veins of the organisation. If you think about it, without access to IT - e-mail, phone, whatever - you can't conduct business. IT is everywhere.

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