Boosting services

Channel Middle East sat down with Bill DeCicco, executive vice president, International Business at Tripp Lite to find out how the company is ramping up its channel services support to address the growing UPS and power management solutions business in the region.

Tags: Tripp Lite
  • E-Mail
Boosting services
By  Manda Banda Published  May 30, 2012

Channel Middle East sat down with Bill DeCicco, executive vice president, International Business at Tripp Lite to find out how the company is ramping up its channel services support to address the growing UPS and power management solutions business in the region.

CME: What is the current state of the UPS and power management market in the Middle East region?

BD: The Middle East region accounts for $150 million potential business and up to 200kVA UPS. The market has rebounded and recorded double digit growth, with analysts saying that growth will continue until 2015. A factor that has contributed to this growth is the continuous demand for back-up power in data centres and the wider IT markets.

CME: How are the changes in the IT market in general and the UPS & power management market in particular, influencing how Tripp Lite is developing its business in the Middle East?

BD: The market has witnessed the emergence of new technologies for UPS solutions, which includes efficiency, modularity, redundancy, hot swappable, scalability and remote management. Tripp Lite has evolved into a complete integrated solution provider today and the company provides all the elements required for a power back up solutions right from the UPS system, racks and cooling solutions.

CME: Talk us through the new channel strategies that the company has lined up for all the markets it addresses across the Middle East region?

BD: We pride ourselves in our commitment towards educating and training our resellers to promote end-to-end solutions rather than just the products and focus on the service aspect of it. Tripp Lite has an online training portal where resellers are trained and certified to provide proper power and connectivity solutions to the end users.

CME: What are some of the most pressing business channel issues that your partners are experiencing in the Middle East?

BD: Most of the partners require skills needed to handle the challenges they face in the market. To address this, we support partners with online training portals and hands-on training seminars. We have programmes where we offer proof of concept (PoC) facilities, training trips to Chicago for interested partners.

CME: Which countries in the Middle East are key for Tripp Lite’s growth this year?

BD: We are placing strong focus on the GCC region, with particular attention on KSA and Qatar, which have shown strong demand for our products for many IT infrastructure projects currently happening in the two countries.

CME: What vertical segments will drive Tripp Lite’s growth in the Middle East?

BD: Currently, data centres are the key drivers for our UPS and ancillary unit sales. We are also implementing initiatives that pay strong focus on leveraging our end-to-end solutions in terms of power, connectivity, cooling and display solutions across key verticals like healthcare, banking and finance, government and education.

CME: As the data centre has taken centre stage with power management solutions becoming a critical element, how is Tripp Lite developing its technologies to ensure that they are green and eco-friendly?

BD: Consumers need more efficient ‘green’ solutions for energy management as well as cost effectiveness. To reduce energy costs for users, the company has began using UPS systems with a variety of energy optimisation features and optimised rack systems. To reduce the client’s capital costs, Tripp Lite has expanded the KVM switch and console server product lines.These ‘green’ Tripp Lite solutions originate from our corporate policies that focus on waste reduction and promoting recycling.

CME: How is Tripp Lite addressing the whole issue of after-sales support and services to channel partners in the Middle East?

BD: We have just recently launched a comprehensive technical support service via a toll free number, 800-TRIPPLITE. This will speed up the process to resolve any problems customer might have with Tripp Lite products in each Middle Eastern country.

CME: What can your partners expect from Tripp Lite in the regional channel in 2012?

BD: Our partners can expect more support in terms of trainings and increasing their knowledge base for various applications. Tripp Lite is also coming up with more application-based solutions.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code