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True value will win through
It has to be said that the value-added distribution model in the Middle East has made considerable progress during the last few years. But the race to develop and market services that ostensibly make the job of a reseller easier has only just begun
New hope, same problems
This week marks the beginning of a fresh quarter for the Middle East IT market, but while the outlook for the next three months is laced with unbridled optimism there are lingering concerns that inventory build-ups are burdening the channel
Crossing the line?
Signs that some vendors are trying to disrupt the natural order of the food chain do not bode well for the channel
Doing the maths
If vendors really are devoted to taking their partners’ opinions on board then one or two of them may feel the need to revaluate their remuneration policies for channel and account management staff in future
Market mentors
The IT training provider sector in the Middle East is soaring high on the back of regional technology growth. Yet, as Channel Middle East finds out, there is more to operating an effective learning business than meets the eye.
Treading carefully
Recent events at Fortinet and Trend Micro have turned the spotlight back on senior management changes in the channel.
Mini-laptop makers out to muscle in on market
Several hardware suppliers are already betting on the mini-notebook sector taking the market by storm as the day of the US$100 mobile PC draws closer. But what does it all mean for the Middle East channel?
Championing the channel manager
The role of the channel manager is something that vendors will need to give serious attention to if they are to reap the rewards of their indirect sales models in the Middle East.
Easy to digest?
The ability of vendors and distributors to get their inventory forecasts right over the coming weeks is looking as though it will have a massive impact on the way channel dynamics pan out during the rest of the year
Bahrain enhances IT prospects
Bahrain is often assumed to be a land of limited opportunity for the IT masses, but rapid growth in a number of key sectors is beginning to explode this perception in dramatic fashion. It is also leading to a level of self-sufficiency among locally based entities that can only bode well for the enduring health of the domestic market.
Columnist 
Andrew's focus is the reseller and distribution channels in the region. Prior to joining Channel Middle East, he spent five years covering the European IT channel for a pan-regional publication in London.
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