Get to know: Alrazi Saleh

Brocade’s new channel manager for the region on the benefits of smaller companies and why channel partners need to specialize

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Get to know: Alrazi Saleh Brocade's new channel manager for the region for Brocade, Alrazi Saleh. (ITP Images)
By  Mark Sutton Published  March 13, 2011

Brocade’s new channel manager for the region on the benefits of smaller companies and why channel partners need to specialize.

Alrazi Saleh, Channel Manager for GCC & Levant, Brocade.

What’s your career history to date?

I have been in Dubai for eight years working mainly in sales and channel development. I started my own company and then moved to a couple of multinationals before joining Brocade.

If you could improve one thing about the channel business what would it be?

I would like to see distributors act as if they are the vendor in places vendors can’t cover; even though we see some who may go the extra mile yet when they have additional resources (which is not always the case) it would enhance market coverage where the distributor can penetrate, pushing more resellers on board as well as awareness for the vendor hence increasing market share.

What product or technology should the channel watch out for this year?

The industry is moving at a rapid pace into cloud computing and that involves the need to have a solid and scalable architecture and backbone. The introduction of our VDX simplifies network architectures and enables cloud computing by delivering virtual cluster switching technology, with this in mind we are trying to ensure all our channels are certified to be able to sell Brocade’s fabric technologies that covers both SAN & LAN.

What is your proudest career achievement to date?

When I was able to surpass any EMEA target single-handed for a year when I was working in my previous company.

What is the best piece of advice you have been given?

Work from your heart and you will see great results!

What is the biggest challenge facing the Middle East IT channel?

I believe that the market causes channels to be hungry for business to an extent that very few partners specialize themselves to one vendor instead you see system integrators willing to sell any thing, any time, and any chance they get and with that there are always consequences later down the line.

Which IT company, other than your own, do you most admire and why?

Nortel because of their work strategy and loyal partners, one has to admire the dedication of its partners who stood by them for a long period until the company got bought. It was such a shame to see a giant with great products go down the way it did due to past executive mistakes.

What is the biggest mistake you have ever made since working in the IT market?

I have put faith in a few people within the channel market that have disappointed me and did not deliver what was promised. That taught me a lesson to not take risks based on word of mouth.

What’s your favourite thing about the company you work for?

Well for one it is that one can take ownership, and what you end up accomplishing will be reflected easier, for Brocade being relatively smaller in size than competitors, we are driving the market and channels aggressively so that will reflect in turn towards me achieving my objectives and accomplishments.

What sort of interests do you have outside of work?

I like luxury cars and joining such clubs.

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