Attaching management

Attachmate is targeting enterprises in the region with their solutions, as the market matures and challenges grow.

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By  Sathya Mithra Ashok Published  September 2, 2008

Attachmate is targeting enterprises in the region with their solutions, as the market matures and challenges grow.

Attachmate, the global provider of host connectivity, systems and security management solutions, has plans to grow its presence in the Middle East, to tap into what it believes is a growing need for IT management solutions.

"Attachmate and NetIQ has been seeing good traction from the region for solutions offered by both sides of the business. We have some good existing customers, who are likely to invest in more of our solutions, since they have worked with us and understand that we provide quality they can trust. We see more investment from Attachmate and NetIQ in the near future," says Ian McKay, regional GM for UK, Ireland and Middle East.

According to McKay, the company intends to hire a technical resource for the Middle East, to address customer needs more proactively. This is apart from the resources that the firm already has in Turkey, and the consultants from Europe who are available to address needs whenever they arise.

"We want to aggressively grow in the region and I would like to see more business partners in the near future. We could also look at additional sales people so that we can support our partners. As demand increases, and more customers require relevant projects, we will look to increase our technical resources as well," states McKay.

The company deals with three major distributors for the region - RAS Infotech for the UAE and Oman, Ejada for Saudi Arabia and Metsa for Turkey. However, it is actively looking to expand its base of partners, especially in the Kingdom.

"In Saudi Arabia, we need to extend the reseller base. But in other countries, the two-tier model will not make much sense, because of the relatively smaller size, and so our partner in these other countries will report directly to us. This includes the likes of Bahrain - where we are very close to signing our partner - and Kuwait and Qatar," says Adel AlNaggar, area manager for Middle East and Turkey.

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