Eyeing Value-added service

Channel Middle East spoke to Asim Saud AlJammaz, VP at Al-Jammaz Distribution, about how the company is enabling its channel partners to sell services in the KSA IT market

Tags: Al Jammaz DistributionSaudi Arabia
  • E-Mail
Eyeing Value-added service
By  Manda Banda Published  December 3, 2012

Channel Middle East spoke to Asim Saud AlJammaz, VP at Al-Jammaz Distribution, about how the company is enabling its channel partners to sell services in the KSA IT market.

Channel: How has business been for Al-Jammaz Distribution in the KSA?

Asim Saud AlJammaz: We had a very good year similar to our last few years with a growth of 30% year-over-year, and we see a very promising 2013 year.

Channel: It has been over a year now that Al-Jammaz Distribution revealed plans about piloting managed services. How has that gone?

Asim Saud AlJammaz:  We have already started selling these services but only in one sector so far. We will focus on what we have now and grow it step by step to ensure good quality of service. Our focus in this year has been around solutions in the data centre, unified communication and broadband solutions to businesses and consumers.

Channel: How many vendor brands do you represent as Al-Jammaz Distribution?

Asim Saud AlJammaz: We do have different partnerships with leading international vendors. We have 10 vendor partners specialised in different technologies, from networking, storage, communications, infrastructure, home networking and broadband.

Channel: Is it easy to play in the value-added distribution space given the amount of volume distributors in the market?

Asim Saud AlJammaz: This was difficult a few years ago, but today, we don’t see volume distributors as active as before. Since channel partners in the markets are demanding for more value, most of the volume distributors are regional distributors and this has its own pitfalls when it comes to delivering value-add.

Channel: What partner programmes is Al-Jammaz Distribution rolling out in the KSA market?

Asim Saud AlJammaz: We have a lot of programmes in different technologies and solutions offerings to partners. We have programmes for networking VARs, initiatives tailored around solution providing in the storage space around backup, archiving and surveillance.

Channel: What services have you been urging your resellers to take to market?

Asim Saud AlJammaz: We provide our channel partners with complete Cisco networking services from router installation, IP telephony to video conferencing and complete implementation. We also offer partners across the KSA EMC storage implementation services, backup, data immigration, VMware and surveillance solutions. In the APC front, partners are equipped with installation and maintenance services, while with Microsoft offerings, our partners can take Microsoft server and Exchange server, server racking and maintenance services to the market.

Channel: How do you rate the KSA this year?

Asim Saud AlJammaz: The business in 2012 has been good as we have seen customers getting more committed with maturity from end-users. We have also seen spending in new technologies improve with their business and productivity also advancing well.

Channel: Where will majority of your growth come from in the KSA market?

Asim Saud AlJammaz: A lot of our solutions that we have built ether need bandwidth or help in providing high bandwidth to customers. What is happening currently in the broadband market is helping us to grow as service providers are providing high bandwidth at affordable prices and end-users are demanding high bandwidth and solutions around it.

Channel: Are you looking at setting up subsidiaries in other parts of the Middle East region?

Asim Saud AlJammaz: Yes we do have plans, but we need to make sure that we can add-value without losing our focus in the Saudi Arabia market. We are looking at establishing presence in Qatar, Bahrain, Kuwait and the UAE.

Channel: What can your channel partners expect from Al Jammaz Distribution in 2013?

Asim Saud AlJammaz: We are putting different plans for next year in different areas within the group. For system integrators (SIs) we are lining up programmes and workshops to enable them to provide a complete solution around storage rather than installing storage only. We also intend to roll out more initiatives around IP telephony 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