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Foxconn reiterates partner strategy after new hire

“There is no reason we would lose focus on channel,” argues MEA chief

Foxconn reiterates partner strategy after new hire
David Shih denies Foxconn has taken its eye off the channel ball and says it has an “aggressive strategy” for 2010.

Foxconn has emphasised the central role that the channel plays in its business after confirming the appointment of Nader Redjeb as its sales manager for the Middle East and North Africa region.

Redjeb previously worked in the North African communications products channel. In addition to overseeing relationships with local OEMs in the MENA region, his duties will include managing systems integrators and co-working with them on government tenders and projects.

He will also be responsible for organising and conducting roadshows and sales training programmes with Foxconn's distributors.

The Taiwanese motherboard maker's focus on the Middle East channel was recently called into question by its former MEA sales chief, Najib Nesrini, who said he left the company because it did not show enough commitment to the channel following the economic crisis.

Foxconn angrily hit back at Nesrini's claims, alleging that he left for personal reasons and not because of grievances over the company's channel approach.

With Redjeb's appointment bringing Foxconn's channel team up to full strength, David Shih, general manager for the Middle East, India and Africa (MEIA) at Foxconn, insists the vendor continues to aggressively drive partner-led sales.   

"Our group globally did more than US$85 billion in revenue last year and Foxconn's MEIA branch had revenues of about US$80 million in channel alone," said Shih. "We have still maintained a growth rate of 15% to 18% in the MEIA regional channel year-by-year since we begun in 2004. It is obvious that there is no reason we would lose focus on the channel business."

Shih acknowledged that Foxconn did take a "conservative" approach to marketing expenditure last year, but said this was part of a company-wide plan to minimise operational costs during the recession. "As all are aware, this strategy was implemented by nearly 90% of the companies globally during 2009," he said.

Shih adds that Foxconn intends to be fully visible to the regional channel this year. "In 2010, we have built up an aggressive strategy and channel focus. Just to name a few, Foxconn MEIA was the silver sponsor for the Intel ISS 2010 conference and we have also confirmed participation in Computex 2010 and GITEX 2010," he said.

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