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TDME signs GCC sales head for Cisco push

Firm expects its Cisco business to double in the next year, leading to the restructuring of its operations.

Aptec subsidiary, TDME, has expanded its Cisco business unit with the promotion of Peter D'souza to regional sales manager for the North and South Gulf and the hiring of a local account manager in Kuwait.

Shailendra Sainani, deputy general manager at TDME, claims that the firm expects its Cisco business to double in the next year and this has precipitated the restructuring of its operations. However, TDME refused to quantify the size of its current Cisco business.

"We have seen substantial business growth, especially in the SME sector, in the Northern Gulf and felt it was time to expand and invest in the right people on the ground to help tap into this lucrative market segment," explained Sainani.

TDME claims the promotion of D’souza — who previously worked for Cisco India — to lead the work of its Cisco team across the region is an integral part of its strategy. D’souza will take the helm of a team which currently features six account managers and three support staff.

“D’souza’s main role will be to map the entire region from a tier-two channel accounts perspective and break into key competition accounts such as other distributors, as well as other vendors,” said Sainani. “When I have someone that is going to manage the entire region, I am looking at someone that I want to add more tier-two resellers,” he asserted.

TDME has not yet disclosed the name of the local account manager hired in Kuwait as the person is working out their notice at another company. It did, however, confirm that it is making use of its parent’s warehouse in the country.

“Kuwait is an enclosed market and currently products shipped from Dubai into Kuwait take a great deal of time with all of the customs clearance,” said Sainani. “There is lots of local sourcing happening by the tier-two channel in Kuwait, such as grey market and other sources. We are trying to service this need where possible in Kuwait so that the channel can expect single-day delivery.”

In addition to Kuwait, Sainani highlights Qatar as a market that presents TDME with an opportunity to promote Cisco products, but says the distributor has no immediate plans to hire a Qatari account manager.

“We identified these two as the big markets in the GCC and we are putting in the Kuwait local resource and the local stocks, but at the moment we are not doing this in Qatar,” asserted Sainani.