ta news corner

Uzma Siddiqui
Editor – TechAccess Newsletter
Thank you so much for appreciating the
TA newsletters. I try my best to bring
something new every time.
NEWSLETTER
CONTENTS
Tech Access Business Update
VENDOR UPDATES:
NETAPP LAUNCHES:
EXPRESS POD & FLEXPOD
a.
i.
ii.
iii.
b.
i.
ii.
Express Pod:an infrastructure solution that simplifies deployment of server, storage, and network
resources for growing small and midsize organizations.
Start right with a low-cost, easy-to-deploy solution.
Keep it simple with the built-in system efficiencies of Cisco UCS™ servers, Cisco Nexus® switching, and
NetApp® FAS storage.
Grow smart with easy infrastructure scaling to keep up with business demands.
FlexPod: a prescriptive approach to increase efficiency and flexibility, while lowering business risks:
Use 50% less storage
Enhance application performance by 50%
TechAccess FY 12 Business Performance
TechAccess Partner Loyalty Program winners
DIGEER
Chris Cornelius
Sherif
Tech Access Employee Engagement
Tech Access News corner
TechAccess New comers
Congratulations to...
Our Very Own Champion Golfer!
TechAccess Cost Saving Initiative
Candid moments caught on by TA camera!
Fun with TA
Match the best look alike contest!
AWARDED “STORAGE VENDOR OF THE YEAR”
CRN CHANNEL AWARDS 2012
TECH ACCESS BUSINESS UPDATE
TECHACCESS PARTNER LOYALTY PROGRAM WINNERS FOR 2012!
The Winners of the TechAccess Partner Loyalty Program for 2012 have been announced and the lucky partners are all set to travel to the exciting
destinations they have chosen. The partners were empowered to choose how they wish to be rewarded from the Business and Leisure prize options
provided to them. Take a look at all our winners and their prizes!
STME Ltd (KSA)
Al Moammar Information Systems (KSA)
Raya Integration (LENA)
International Turnkey Systems (LENA)
Diyar United Co. (KSA)
Interactive Consultancy (GCC)
Platinum: Holiday Package to Maldives OR CIO academy in Oxford University
GOLD: Holiday Package to Paris/Athens OR Business Conference in Cambridge University
SILVER: Holiday Package to Phuket/ Sharm Al Sheikh OR Business Conference in Cambridge University
BRONZE: Safari in Kenya
Al Khaleej Computers and Electronic Systems (KSA)
Qatar Datamation Systems (GCC)
OmniSystems (LENA)
TECH ACCESS BUSINESS UPDATE
TECHACCESS PARTNER ENGAGEMENT - DIGEER
Drive: Vendor Objectives , Channel Capacity, Product / Solutions Coverage, Focused Areas
Identify
Goal
Engage
Enable
• Target Markets
• Focused Verticals
• Strategic Partners
• New Recruitments
• Inactive Partners
• Dormant Partners
• Sales Target
• Product Plan
• Vertical Focus
• Investment Scope
• Marketing Initiatives
• Development Rd Map
• Team Mapping
• Periodic Visits
• Biz Understanding
• Frequent Reviews
• Marketing Initiatives
• Pipeline Management
• Vendor Programs
• Basic Competency
• Product Updates
• Skill Development
• Specialization
• Advance Competency
“Selecting Partner is
critical to ratinalize
your efforts - Source
will be partner Map”
“Understanding your
partner Business and
deploying realistic
achievable goals are
door to success”
“Engagement with
partners - New or Exist
helps to establish trust
and a win win relationship”
“Completely Specialized and Enabled
Partner is Better then
20 with no skills and
only sales”
Reward: Vendor Rebates, Promotions, Media Coverage, Loyalty Program, I - Incent
•
TechAccess latest initiative for effective partner and sales management!
•
DIGEER is designed to support sales team to adapt and consolidate Partner Development Initiatives with a Simplified and Structured
approach to cover Partner Lifecycle Management.
TECH ACCESS BUSINESS UPDATE
CHRIS CORNELIUS
Chris Cornelius
SVP-Sales and Support
Tech Access
We market IT products and infrastructure
solutions from the leading hardware,
storage, software and security vendors
through our 100 plus channel partners in
over 16 countries in MENA, across multiple industry sectors
Present in the region for more than
12 years, TechAccess has focused on
provisioning the needs of the enterprise
segment with end to end solutions that it
markets through a steady network of
channel partners. “We market IT products
and infrastructure solutions from the
leading hardware, storage, software and
security vendors through our 100 plus
channel partners in over 16 countries in
MENA, across multiple industry sectors,”
he explains.
The imperative role of partners in the
company’s go-to-market strategy
necessitates the need for TechAccess to
filter its choice of vendor partners based
on their ability to align their strategies to
further boost the channel. Cornelius
says, “When selecting our vendor
partners, we look at the solutions they
o!er and their alignment with our
partner’s requirement as we believe in
providing our channel with the best in
class products. As far as our channel is
concerned our communication with an SI
is geared differently than it is to a
strategic distribution partner, who we
might have to drive (the deal) from start
to finish. We don’t just look at specific
enterprise or a segment, our dealings
with partners really depends on what are
they looking for and how we can align to
their business requirements.”
Believing its commitment to the channel
as being a key brand differentiator, Tech
Access takes the subject of educating
resellers very seriously. “In a heavily
competitive market, the key challenge is
not to differentiate the new technologies
but in fact to “educate resellers continuously” about the newer technologies
in the marketplace. This comes as a part
and parcel of the value addition that we
offer to our partners because an integral
part of our sales story is educating the
resellers so that they can identify the exact
IT requirements of their diverse portfolio of
customers and recommend intelligent
solutions to problems,” he says.
Cornelius adds, “At TechAccess, we
specialise in strategy development,
collaborative design and system integration. The Middle East market for IT
suppliers is growing fast and companies
are keen to invest in technology that
keeps pace with their demands and
providers who offer them added services.
We score over competitors in this regard
as we are the extended arm of the vendor
in terms of tactical execution of the vendor
business strategy. We are completely
aligned and equipped with our vendors to
touch the right partners operating in the
right verticals to provide them with end to
end solutions.”
Cornelius believes one considerable
challenge for the company’s channel
partners is the credit availability and
TechAccess tries to work with resellers to
help them address this concern. “Credit
directly impacts the ability of our partners
to get new business. Partners with strong
financials are able to address more
business and grow faster. We try to work
together with our partners and provide
them with flexible terms so that they are
able to ‘win’ business in the market,” he
says.
“We attempt to work very closely with our
partners to understand their operational
difficulties and then align ourselves to
meet their business requirements. We try
to understand exactly what their focus
areas are and we position that with our
solution centre, technical support and
services team with a view to help them
develop competencies in selling
solutions. Another aspect we look at is
training and making sure our partners
have the right certifications to enable
them to sell solutions,” adds Cornelius.
He says that TechAccess will continue
to exhibit its dedication to boosting its
channel partners to help bring the
greatest solutions to market. “Our focus
is to achieve success as the best VAD
in the region by adding services and
support to our channel, in order to
bring sustainable level growth not only
to our business but to our vendors and
partners as well. Our key focus for the
coming year will be on developing our
partners, looking at how we can retain
margin, add focus into growth markets
like KSA, develop our existing installed
channel base and increase our product
offerings. We need to ensure that we
leverage our investments, utilise our
resources effectively and maximise the
return from the KSA and UAE market,”
Cornelius says. With a defined strategy
to lead them in the right direction, he
believes that the story for TechAccess is
set to become all the more exciting.
“Companies are investing abundantly
in IT to support the growing needs of
their customers, enrich and share
information at much fast speed while
provisioning maximum security.
Industries such as government,
education and banking which are
customer driven are spending
intensively as speed and high data
storage has become a dire need.
TechAccess is proactively building
a team to work very closely with
channel partners to meet their IT
solutions and service requirements.”
TECH ACCESS BUSINESS UPDATE
SHERIF M AL ASHERY
Discuss your market strategy in
Saudi Arabia for your Oracle distribution business?
Sherif M Al Ashery
General Manager
Tech Access, KSA
Our market strategy is very dynamic
with focus at investments in dedicated
resources and product portfolio for
Oracle to steer expansion of Oracle
channel and market footprint in KSA.
Our investment radius from establishment of dedicated Oracle Channel
Sales, Pre-Sales team and strengthening our solution offering
capabilities for showcasing Oracle
Hardware and Software-engineered
solutions by acquiring best-ofbreed
products. ‘The strategy is to leverage
and capitalize Oracle strengths, by
positioning it as only Vendor in the
market to offer every
thing from Apps to Disk as a USP for
TechAccess Chnnel’. Our teams are
focused at developing key partners
with specialization focus on Oracle
key offerings by running Partner
Enablement bootcamps periodically
across KSA and focusing on Marketing initiatives to steer Demand
Generation for facilitating new and
dormant partners with net new
incremental business opportunities.
Which Oracle solutions show the
strongest demand in KSA?
Oracle Servers and data center show
the strongest demand in the
Kingdom, with increased focus on
Oracle Engineered Solutions and
Database as well. End Users are
really interested to opt Oracle end to
end Solutions as they are unified,
tested and integrated to deliver
simplified, best in class experience.
Exa- family products are dominating
the demand & Tech Access is really
proud for not only
selling the highest number of
Exaproducts but the first VAD in MEA
to sell them.
Which are the key verticals?
Typically Middle East economies are
considered as energy / oil driven, but
now there is a radical shift in the
paradigm in-terms of IT spending new
verticals like Telco, education,
healthcare etc. We are aggressively
promoting these
focused segments with our oracle
channel partner community as a key
focus for 2013. We are also encouraging channel partners to evolve their
portfolios around
Big Data, Cloud and other key
marketing solutions for their customers by taking advantage of Oracle
App-to-Disk tested, integrated and
embedded Red Stack technology.
Discuss how your operations in the
Kingdom is geared to support
Oracle?
Tech Access developed the relationship with Oracle from our legacy Sun
Microsystems’ partnership. We were
the only Sun Channel Development
Partner in
the Middle East and North Africa for
more than a decade. Grasping the
need and dedicated focus for KSA as
a priority market for Tech Access, we
established a
regional branch office in Riyadh We
have a dedicated Technology Center
(Oracle Authorized Solution Center) in
Riyadh, KSA which have a fleet of
demonstration
equipment including the Oracle
Exadata Database Machine, Oracle
Exalytics Machine, Oracle Database
Appliance, Oracle SPARK Servers and
storage solutions. Technology
center is available for partners and
their customers to run POC's, Need
Assessments and various executive
briefing services. We also have mobil
demo gear for partners to support t
deployment at customer sites and
remote connectivity
options as well.
TA EMPLOYEE ENGAGEMENT
This is how we BOWL!!!
TechAccess Dubai geared up its team spirits for a fun filled bowling event at the Ibn –e Batuta Mall. This was the
first bowling competition in TechAccess and was thoroughly enjoyed by all the participants. Everyone was divided
into 6 teams of 5 members each who were to compete for the grand prize. It was an evening filled with nonstop
laughter, team work, and frustrationwith never seen below personalities of the Dubai staff. The Red team i.e. Adnan
Khan, Muhammad Usman, Natasha Fernandes, Umar Siddiqi & Mohammad Jassim was the winner of the competition and each member was presented with a Mall of Emirates gift card.
TA NEWS CORNER
NEW COMERS
CONGRATULATIONS
Rymon got married!
Aby Kuriakose
ERP Administrator
Ali Asgar Ghandhi
IT System Admin
TECHACCESS COST
SAVING INITIATIVE
Coffee is an integral refreshment item for all the
products training and partner events hosted by
TechAccess. Check out the latest cost saving
initiative of TechAccess!
Rymon Saad (General Manager – NetApp/ Symantec) tied the knot this year in August with Ms
Linda. They had a dream wedding in Sweden.
Congratulations and best of luck to the couple
TA NEWS CORNER
“OUR VERY OWN GOLFER!”
Raheel Manzoor had the honour to play alongside Pakistan former President Mr Pervez Musharraf!
“GANG OF TA”
Boys Getting all set - Green Tea or Coffee
One time when Chris can relax
The Gang
FUN WITH TA
MATCH THE BEST LOOK ALIKE CONTEST!
Mail all answers to [email protected] by January 8th 2013.
Ahsan Ali
Areej Khan
Dimuth Wijeratne
Neetu Singh
Zaeem Ahmed
Madhavan
Adnan Khan
Irfan Khan
Boman Irani
sanath jayasuriya
FUN WITH TA
AND THE WINNERS ARE...!
I am very unhappy to announce that no one provided the right answers for this quiz:(:(
1
2
4
Down
3
5
6
7
1. Loves Golf (Dubai): Shomail
2. Works all the way from Algeria: Hanane
3. Obsessed with Latest Gadgets (Dubai): Zaeem
6. Most emotional during cricket matches (Dubai): Dimuth
7. Obsessed with latest Gadgets (KSA): Bassem
8
9
10
12
11
13
14
15
16
17
18
19
Across
4. Owns a Harley Davidson(Dubai): Chris
5. Loves to travel especially to Lebanon (LENA): Abdel Sabour
9. BI Champion (Dubai): Saqlain
11. Loves Photography (LENA): Wael Elkady
12. KSA RockStar: Sherif
14. Treats us with doughnuts almost every day (Dubai): Bassel
16. Football fanatic (LENA): Waleed
17. TechAccess Headoffice: DIC
18. Getting married in August (Dubai): Rymon Saad
19. Coolest Attitude (LENA): Yasser Eldawy
HOPE YOU ENJOYED THE NEWSLETTER!
Happy New Year to Everyone!