In Depth
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11The good, bad and ugly
Vendors and law enforcement agencies are cracking down on counterfeit and grey market operations, yet these operations continue to witness explosive growth...
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Snapshot
Video conferencing (VC) represents a steadily maturing technology that offers the channel huge opportunities. We speak to vendors and partners to discover...
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End to end: The security story
The security landscape is rapidly evolving. We speak to distributors and vendors in the region to learn how they are leveraging this...
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Out of the box
Storage is a continuing story as vendors consistently innovate to help businesses cope with increasing amounts of data. Pallavi Sharma speaks to...
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What makes an ideal VAD
The value added distribution model is in vogue today. Some of the players are new, some are hybrid and some are established....
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Peripheral pressure
Printer, display and storage vendors are facing a host of game changing pressures from multiple and varied areas Across the regional printer...
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Connection in progress
IP telephony is only part of the gains expected from unified IP communication The business case to move to a unified solution...
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Rebates, incentives, loyalty programmes, promotions: What works?
By any theory of channel marketing these are established instruments of “reward power”. However with shorter life cycles and new devices being...
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The balancing act
Although SonicWall has a global policy of only selling through the channel, its introduction of a ‘direct touch’ model should not be...
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Charting growth
With the anticipated channel growth this year, all eyes are on the Middle East channel. Octagon International MD Sukant Mishra offers his...
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UPS market on song
The UPS space has made a huge leap in technology to innovate and create scalable, pay-as-you-grow solutions. This has become a huge...
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Channel behaving badly
Would you hire a salesman from a competitor and urge him to bring over the accounts in his territory? How about underbidding...
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Storage centric
More and more solution providers are finding that more opportunities in virtualisation come from two separate, but decidedly complementary, technologies: storage and...
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The virtual promise
The explosive growth of cloud computing has fuelled the need to integrate Software-as-a-Service (SaaS) applications with each other and with ERP applications...
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Cementing the value business
With value add distribution taking on a whole different dimension in the Middle East and North Africa (MENA) region, Almasa IT Distribution...