Dell Software ups the ante at GITEX

Company highlights next-generation firewall appliances

Tags: Dell CorporationUnited Arab Emirates
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Dell Software ups the ante at GITEX Sheikh: We want partners to commit to acquiring expertise.
By  ITP.net Staff Writer Published  October 15, 2014

Dell Software says it is at GITEX TECHNOLOGY WEEK to highlight its next-generation firewall appliances and explain to partners the broadened security portfolio following the many acquisitions the vendor made in the last three years. Shahnawaz Sheikh, Distribution Channel Director, Dell Software, says at this year’s GITEX that the company is positioning itself as one entity, despite the number of acquisitions it has made.

Sheikh says that, from a software perspective, the company is showcasing its next-generation firewalls, e-mail security, IT and systems management, and endpoint systems management offerings.

Sheikh explains that, while news about Dell’s privatisation is known in the market, the company has had to build its channel business for some software offerings from the scratch. “In the Middle East, SonicWall had a solid channel base but Quest and KACE didn’t have one. We have had to build the channel business from scratch and continue to do so in some markets by recruiting in-country distributors,” he says.

Sheikh adds that, under the new structure, he is responsible for the Middle East, Africa (except South Africa and Turkey) when it comes to all Dell Software products. “We are using GITEX to communicate the product roadmap to both our clients and channel partners,” he says.

He explains that Dell Software has also been ramping up its partner recruitment exercises and ensuring that partners are properly trained and certified to resell its security solutions. “We are also advocating that our channel partners make a commitment to acquiring expertise before they can be allowed to resell and implement our end-to-end security solutions,” he says.

Sheikh points out that the company has been rolling out several initiatives aimed at developing the channel business in countries like Jordan, Lebanon and Egypt. “We want to replicate this success in other markets here in the region and Africa, we believe our in-country efforts are beginning to yield results,” he says.

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