Just the solution?

Customers spending big bucks on IT infrastructure projects want more than just verbal promises and assurances before parting with their cash these days - they want tangible examples of how systems and applications will work in their own environment. Systems integrator Emirates Computers has got just the place for them to visit after unveiling the UAE's first ever EMC solution centre.

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By  Andrew Seymour Published  March 11, 2009

Customers spending big bucks on IT infrastructure projects want more than just verbal promises and assurances before parting with their cash these days - they want tangible examples of how systems and applications will work in their own environment. Systems integrator Emirates Computers has got just the place for them to visit after unveiling the UAE's first ever EMC solution centre.

The cynically-minded might be within their rights to argue that a demonstration centre is nothing more than a room full of hardware for customers to play around with before deciding whether to go ahead and sign an expensive purchase order.

But try telling that to Emirates Computers, the new owner of a US$750,000 facility that does just that - and more of course - and you'll be left in no doubt as to the importance of such an investment to its strategic plans. For a start, as well as differentiating it from other systems integrators in the market, the centre represents the ideal platform to enhance customer relationships.

"We are walking the talk," declared Haytham Kamel, VP and general manager at the Abu Dhabi-based systems integrator. "Lots of customers need to make the right decision - they need to make sure the investment is the right investment. We are not just going ahead and throwing around architecture and proposals, we are going to show them what is going to happen in the real environment. What you see is what you get, and what you get is what you pay for."

To dub Emirates Computers' latest facility a demonstration centre isn't strictly true. The correct moniker is ‘Velocity² Signature Solution Centre', and if vendor partner EMC has its way then you can expect to see more of these resources springing up in the Middle East. There are around 25 centres in EMEA already, including one launched by Saudi integrator MATCO in Al-Khobar last year. Emirates Computers lays claim to the first centre in the UAE, however.

In a nutshell, the facility is designed to demonstrate the benefits of EMC solutions for Microsoft Exchange environments, combined with Emirates Computers' service offerings.

"Customers can see their applications running together with the various EMC solutions as they would in their own environment, thus providing them with a live experience of technology and making them confident of a return on investment," explained Walid Moussa, technical sales support manager at Emirates Computers.

"For example, Microsoft Exchange and Oracle running on EMC hardware and software, together with Emirates Computers services, allows us to offer customers a range of solutions, such as application testing, application migration, virtualisation and back-up, as well as product demonstrations and seminars," said Moussa.

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