Enhancing partner profitability

Nassir Nauthoa, GCC country manager at Intel on and how the company is boosting partner profitability

Tags: Intel CorporationUnited Arab Emirates
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Enhancing partner profitability
By  Manda Banda Published  November 14, 2012

Nassir Nauthoa, GCC country manager, Intel on the ITP initiative and how the chip-maker is boosting partner profitability in the Middle East region.

CME: What is Intel’s channel strategy in the Middle East region for this year?

NASSIR NAUTHOA: Intel continues to successfully provide building block ingredients such as desktop, mobile and server CPUs, motherboards, chassis and systems to a broad array of channel customers. Additionally Intel offers training and educational conferences to help customers meet the technology needs of their local markets. The channel has a unique advantage to drive innovation by building customised solutions for local markets. Because of this, the channel often leads in technology transitions such as the transition to 32nm process technology, multi-core processors, innovation around solid-state drives and most recently in IA-based tablets. In addition we continue to invest in matchmaking local channel customers with key original design manufacturers (ODMs) in Asia which allows the local partners to grow their product offerings for customised solutions in their respective markets.

CME: What can your channel partners expect from Intel in the next 12 to 18 months?

NN: The regional channel had several changes to adapt to in order to remain competitive and attractive to the consumer. These changes in the technology and business landscape have made access, content and productive features prerequisites to purchases by consumers and businesses alike. Another trend in the region is that consumers research products online and are well informed. This means channel offerings have to be a step ahead in providing well rounded solutions and tools.

CME: Last year Intel focused its channel initiatives on training smaller independent retailers and dealers through the ITP programme. How has this plan benefited your partners across the Middle East region?

NN: Intel values partners’ feedback and in 2011 the company revamped its channel partner programme to better support hundreds of thousands of customers around the globe with almost 5,000 of them based in the MENA region. The new Intel Technology Provider Program (ITP) is designed to assist partners for sustained success. ITP is designed to support the sales and marketing efforts of all channel partners that specify, design, build or resell Intel-based technology solutions through a single, integrated membership programme. The programme equips partners with the resources to deliver hardware or technology solutions that effectively address their customers’ business challenges. If the partner resells Intel products or delivers solutions based on Intel technologies, the partnership with Intel will provide the resources to help identify new opportunities, develop expertise, and deliver technology solutions that help address the partner’s customers’ business needs.

CME: At the start of 2012 Intel stated that Ultrabooks will be the form factor for 2012. Is that still the case?

NN: Yes, Intel’s vision for Ultrabook devices entails a multi-year industry wide endeavor that will roll out in phases where new experiences and features will be added over time. As the category of Ultrabook devices evolves and new features are added over time we expect shipments to increase and volume economics will kick in and help drive system cost down.

CME: What new technologies has Intel brought to this slim form factor?

NN: First announced by Intel just over a year ago the Ultrabook category ushers in a new era of computing that has been quickly fueled by innovation from the broad industry. An Ultrabook is featured by thin, light designs, Ultra-fast start-up, extended battery life and fast I/O. In addition to increased responsiveness Ultrabook devices powered by the new third generation Intel Core processors deliver up to two times the media and graphics performance compared to the previous generation, long battery life and offer more choice of stylish, thin designs. Ultrabooks are enabled with Intel Smart Connect Technology that helps keep email and social networks automatically updated even while the Ultrabook sleeps, thus conserving power and battery life.

CME: Will sales of Ultrabooks soar when Microsoft launches the Windows 8 operating system.

NN: Intel think touch is going to be an important part of the Ultrabook experience going forward especially with the advent of Windows 8. There is also a proliferation of touch enabled devices across multiple categories so we believe demand and growth will be there.

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