Channel Stars You should meet at GITEX

When it comes to exhibitions such as the Middle East’s ICT trade fair GITEX, planning is critical

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Channel Stars You should meet at GITEX
By  Manda Banda Published  November 26, 2012

When it comes to exhibitions such as the Middle East’s ICT trade fair GITEX, planning is critical. While there is no denying that GITEX Technology Week offers an excellent avenue for the Middle East’s IT movers and shakers, those involved in the regional channel that utilise GITEX as the platform to meet potential and existing customers need a proper plan to achieve this. Channel Middle East is providing a helping hand by bringing you a guide on some of the channel players that you should meet at GITEX 2012 ICT trade fair.


Aptec Holdings will be making its 32nd showing at GITEX Technology Week, to showcase the benefits of contemporary business solutions to customers. The value-added distributor, which recently got acquired by Ingram Micro Group, will use this year’s event to showcase the benefits of contemporary business solutions to customers.

The company also plans to announce new products during the show and to demonstrate the strength of its regional network, which reaches more than 25 countries around the region, to potential new vendor partners.

As one of the few companies that has been able to transition from a pure play IT broadline distribution to embracing value-added solutions, resellers that visit Aptec this year will be accorded the opportunity to meet with key industry leaders. As one of the very few companies that has participated in every GITEX event since it began, Aptec is worthy of visiting this year.


As security solutions VAD Comguard has continued to consolidate its channel strategy, the company wants to use its presence during GITEX Technology Week 2012 to cement this strategy by introducing new solutions from its existing vendor partners and focus on its cloud solutions offerings. Comguard says the IT fair is an event that will bring together all its partners and it is a great opportunity for the company to have live interactions with customers and streamline market strategies.

Mohammad Mobasseri, senior vice-president at Comguard, said as GITEX is the most visited event in the Middle East, attracting IT professionals from all over the region, it’s vital for the company to use this avenue to showcase business opportunities. “GITEX is an event that has gained tremendous mileage over the years and a great platform to showcase all our products and services,” he said.


As part of GITEX’s ‘Africa in Focus’ campaign, the World Trade centre has concluded a series of successful GITEX road shows in East, West and North Africa. Last year, the company witnessed a huge increase in visitors from different parts of Africa hence, Mitsumi Distribution has decided to participate this year.

“We realise that GITEX is an excellent platform to showcase Mitsumi’s Africa operations and consolidate partnerships. At GITEX 2012, our main message and thrust will be to increase partnerships thereby, propelling our PC and components portfolio forward,” said Jagat Shah, chairman & CEO, Mitsumi Distribution. “We are an Africa-centric distributor and have our main hub and business team headquartered in Dubai for smooth vendor and logistical support to all our operations in Kenya, Tanzania, Ethiopia, Uganda, Rwanda, DRC, South Sudan, Nigeria, Ghana, Benin, Algeria, Tunisia, Morocco, Mozambique, Zambia, Namibia, Mauritius and Madagascar,” he said.

Shah said because Mitsumi is participating for the first time, it will bring to partners and businesses alike best-of-breed brands throughout the fair.


IRIS has devoted most of its efforts this year to simplifying the access of information by channel partners. Mohamed Berrihi, senior accounts manager, IRIS said this initiative has focused on making sure that channel partners across the region understand the company’s portfolio and how to sell.

He said since the company is experiencing huge demand for its document management/mass scanning and indexing solutions, the company aims to emphasise on these and other solutions offerings during GITEX. “As proof of the importance of GITEX to IRIS in the Middle East, we have decided this year for the first time to have a full booth dedicated to IRIS rather than participating under the Belgian National Pavilion as was the case in the past,” he said.

Berrihi said having a stand will allow the company to present demonstrations, success stories and meetings with pre-sales engineers. We want to ensure easy access of these solutions to partners and make them digest all the techniques they need to know to make a successful sale,” he concluded.


Specialist distributor Theatro is preparing to revolutionise how audio visual kit is sold and implemented in the Middle East region. Vangelis Vorgias, MD, Theatro, said the company’s goal for the next two years is to educate the IT channel on the virtues of digital audiovisual products and technologies. Vorgias said having made the transition from IT to AV a few years back, he is a strong believer that the IT channel can be trained, with no great difficulty, to successfully fulfil both technology roles. “We are therefore calling all IT integrators to fully embrace AV technologies, with the assurance that Theatro is behind them for training, design services, product and technology supply,” he said.

He said it is for this reason that Theatro is for the first time demonstrating possibly the best AV processor for home theater, as well as a number of matrix switching family of products, for both the commercial and residential markets during GITEX.


For IT security solutions vendor G Data Software AG, participating at last year’s GITEX, the region’s most prestigious IT trade fair was significant.

Mike Reed, international business development manager, G Data Software AG, said the overall presence at GITEX has given G Data Software AG a better brand and company awareness over the past year. He said this was one of the main reasons to be part of the 2012 GITEX again. “We will use the 2012 GITEX to further expand our regional presence, find new potential partners and get our current partners trained and up to date for our new 2013 releases,” he said. Reed pointed out that G Data Software AG’s business strategy is to further expand its business in the Middle East region and create bigger brand awareness by exhibiting and showcasing its offerings during the week long IT trade fair. “Late in 2012 we will launch our partner programme which will bring G Data Software AG closer to its partners.”

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