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Laserbit puts in place partners

With regional interest in free space optics (FSO) solutions increasing, the vendor landscape also looks set to become more competitive. Laserbit Communications, for one, is planning to boost its regional presence.

With regional interest in free space optics (FSO) solutions increasing, the vendor landscape also looks set to become more competitive. LightPointe and PAV Data have already ensconced themselves in the local market, while Laserbit Communications is also looking to boost its regional presence.

The vendor already has a local partner, Anixter, but used the recent Gitex exhibition as both a fact finding opportunity and a platform for launching its latest products. "One of my missions in going to Gitex this year was to assess the channel and the market and incorporate that information into the 2004 fiscal planning process, which is underway at the moment," says Walter Koenig, CEO & chairman, Laserbit Communications.

"Our primary two tier reseller is Anixter, this is part of an EMEA wide agreement, covering some 21 countries through the territory. But we are actively seeking new two tier as well as value added reseller (VAR) distribution channels with a primary focus on Dubai and the UAE, Saudi Arabia and Kuwait," he continues.

Koenig admits that the company is taking its time to select regional partners, but believes this process will be completed by the end of this year. From there, the vendor is planning to target the growth opportunities available locally and is also considering establishing an office in Dubai Internet City (DIC) to further strengthen its regional pull.

"We are vetting a number of [partner] options at the moment. There is interest in the product and the interest is high because connectivity in the Middle East is an issue in many markets. But we are careful about who we pick as business partners and we do go through a process," explains Koenig.

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