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DIRECT APPROACH

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Updated : October 29, 2013 0:0  ,Dubai
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Senior Regional Manager at networking vendor DrayTek Joseph Tsai discusses the firm’s MEA vision


Please discuss your participation in the In Search of a Champion (ISoaC) training event in particular and your regular training programmes in general

Our participation in the ISoaC event was to update the market on the latest DrayTek technologies and products. We also wanted to see how sales staff could learn about our products. Our previous focus was on the SI segment and we are realizing that the resale market would be an important market for us. With this event we have found the staff, although in sales, possess the basic technology background and understand what we are talking about.

We carry out regular training events all over the world with our partners in their locales to introduce and provide market training for partners and customers.  DrayTek also holds an annual distributor re-union event in Taiwan where we invite all the distributors to our headquarters to experience our products first hand while also getting product updates through training and meetings. In return, we get to receive feedback directly from the market so we can improve our new product plans.

Discuss your partnership with DVCOM

We have been working with DVCOM for the last six years. We began with basic partnership development-finding the right resale partners, the right target and the right channels. At that time, the market was very challenging for us due to price wars and having partners who were basically box movers without broadcasting the benefits of our products to users. But our recent experience with DVCOM has changed all that. We saw a change in our experience because the people at DVCOM want to learn about the benefits and the value and the services they can deliver to partners. We have thus seen things turn around for us. We believe in the partnership we have with DVCOM.

We undertake a lot of initiatives with them such as technical support and training, allowing our SI partners stay connected with the latest technology from DrayTek; after sales service, technical support product offering, as well as attend trade shows either by DVCOM or co-sponsored events. With business growing, we expect to see different channels coming up. This will lead to more focus on the product, strategy and product portfolio and especially in channel management.

How important is the Middle East market to DrayTek?

The Middle East market is contributing more and more to our bottom line. Our focus has been with the SI segment that in turn provides our solutions to SMBs. In the last two years especially, our business development in the Middle East has only gotten better. We expect to double what we had last year and rise even higher in coming years.

What are some of the key DrayTek products and features attracting the regional consumer?

Our most popular product in the Middle East market is the 2830 router model mainly focused on system integrators who have come to realize the value that comes with our products and technology. Before, many of them were only concerned with just getting the lowest-priced product out there. But they are now aware of the value and DrayTek’s reputation and that is why more and more customers are choosing the brand. In comparison with our competitors, we are adding premium features to our networking products without complicated license fees. An example is the free traffic analyser utility that comes with our routers. This is for customers who want to monitor their internet traffic without any extra charges or license fees. We also offer VPN, load balancing, content filtering, all for free. All this can be accessed and managed through an easy-to-use interface. We are an engineering-oriented company. We own the fundamental capabilities for engaging in product development with up to 40% of our staff members being engineers

Discuss how you are able to stay competitive in a fast-evolving Middle East market

For one, we try to localize our products and solutions because market conditions are different. For instance, provision of internet infrastructure varies widely across various countries in the region so we have to adopt different product strategy for different areas. With a more developed internet infrastructure in the UAE for example, there’s more demand for broadband routers. We also keep pace with all the technology advancements in the networking industry including the latest AC protocols. We then add more features to our devices such as management features for wireless and access points. Word of mouth has been also very crucial in the growth of our business in the region. People who have used DrayTek have found features that they find very useful and passed the information around.

The Taiwan Excellence label is very prominent in your marketing campaigns. Discuss the certification and what it entails for DrayTek

The Taiwan Excellence programme is run by the Government of Taiwan to encourage innovation among Taiwanese based firms.  As part of the submission to get the award, we have had to prove our quality and the reliability of our products. 2013 is the 4th year we submitted for the Taiwan Excellence accreditation and most of our products have been awarded with the honour. During GITEX, Taiwan Excellence will have its own pavilion where they will showcase more brands that carry the tag, among them DrayTek products.

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Almighty Kids Development Centre: A One-Stop Destination for Family-Centered Rehabilitation Services

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Almighty Kids Development Centre proudly announces its establishment with the mission to provide a complete, comprehensive rehabilitation service for children, adolescents, and young adults. By offering advanced and proven therapies, the center combines state-of-the-art facilities under one roof, making it easier for families to access premium care.

As a unique one-stop destination for family healthcare, Almighty Kids Development Centre is dedicated to serving clients with diverse needs, focusing on physical, cognitive, and developmental rehabilitation. The center aims to foster inclusion, embrace diversity, and nurture each individual’s hidden potential.

“At Almighty, we want everyone to feel at home,” said the founders. “Our goal is to build a family environment of care and support, while delivering exceptional rehabilitation services. As parents of a child of determination, we understand the journey, and we are committed to helping others on a similar path.”

A Personal Mission with a Vision for Inclusion


The center’s founding team, being parents of a child of determination, brings personal experience to the heart of their mission. Almighty Kids Development Centre is committed to providing family-centered care that embraces each child’s unique needs and circumstances.

“We believe that children and adolescents with developmental delays or challenges in physical and cognitive functions have the best chance of progress when actively engaged in dynamic and progressive rehabilitation programs,” the founders added. “Our focus is not just on improving functional abilities but also on fostering independence and helping individuals integrate into society.”

A Commitment to Quality Care with Core Values
The Almighty Kids Development Centre is guided by its core values—REHAB: Respect, Empathy, Happiness, Acceptance, and Belief. These values shape every aspect of their work, ensuring that every individual receives compassionate, high-quality care tailored to their needs.

Services Provided:

  • Comprehensive rehabilitation services for physical and cognitive delays
  • Innovative, advanced therapies delivered with state-of-the-art facilities
  • Support and education for families, enhancing the overall rehabilitation experience
  • A safe, inclusive environment for children, adolescents, and young adults to grow and thrive

Together with the Almighty family, the center aims to turn its vision of inclusion into reality. By providing quality rehabilitation services, the Almighty Kids Development Centre is committed to supporting each child’s journey toward independence and a fulfilling life.

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Spotlight

Freshworks Announces CEO Transition

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Freshworks today announced the appointment of Dennis Woodside as Freshworks’ Chief Executive Officer & President, effective later today. Woodside, currently Freshworks’ President, will succeed Girish Mathrubootham, the company’s Founder, as CEO.

Mathrubootham will transition to a new role of Executive Chairman. Mathrubootham will remain the chairman of the Board of Directors, and Woodside will also remain a member of the Board of Directors.

“When I first proposed this next step to the Freshworks Board, we were starting to chart the next phase of our company’s journey. We brought Dennis on board to partner with me on crafting an ambitious growth plan, and my hope was that he could eventually lead the team of talented employees around the world to execute it, which would allow me to spend more time on the long-term product vision, innovation and AI strategy,” said Mathrubootham.

“Dennis has a deep understanding of Freshworks’ business, customers and our employees, and a strong track record of building and scaling large global teams – he is the right leader to become our next CEO. I’m thrilled to announce this transition.”

Girish Mathrubootham, Founder -CEO

Woodside joined Freshworks as President in September 2022. Since then, Woodside has accelerated Freshworks’ investments in enterprise grade products, and driven increased focus on the growth of mid-market and enterprise customers.

Woodside brings great leadership experience to this new role. Previously, Woodside served as Chief Operating Officer of Dropbox, helping grow revenue from $250M to $1.3B and ultimately raising over $1B in a successful IPO in 2018. Prior to that, Woodside held various sales and strategy leadership roles at Google from 2003 to 2014, including serving as CEO of Motorola Mobility after Google acquired the company in 2012. Before his long tenure at Google, Woodside was a consultant at McKinsey & Co. Woodside currently serves on the board of the Boys & Girls Club of the Peninsula in California and previously served on the board of the American Red Cross from 2016 to 2022 and on the board of ServiceNow from 2018 to 2022.

In his new role as Executive Chairman, Mathrubootham will remain highly engaged with our product vision, customers, and employees. He will work across the company to bring Freshworks’ long-term vision to life and consult with Woodside on strategic decisions. The transition frees him up to spend more time with our product teams in India, and our customers globally, and stay engaged with other external stakeholders.

“As I step into the role of CEO, I am deeply honoured to build upon Girish’s remarkable legacy,” said Woodside. “What he has created is truly special. Our mission and strategy remain the same. We stand before extraordinary opportunities and have the right foundation to make it possible – a winning combination of our strong focus on delighting customers and our product portfolio and innovation. I’m committed and excited to continue our journey of growth.”

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Tech News

Juniper Networks Introduces New Partner Advantages Leveraging AI-Native Networking Solutions

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Juniper Partner Advantage 2024 expands its partner ecosystem and AI-Native Networking offerings to maximize performance, productivity, and profitability

Juniper Networks, a leader in AI-Native Networking, today announced the next evolution of its global Juniper Partner Advantage (JPA) Program. The new elements will help partners leverage AI for IT Operations (AIOps) to offer managed networking services for increased reliability, agility and reach on the path toward unlocking new revenue opportunities and equip customers with solutions that enable a consistent experience-first approach across their networking infrastructure.  

As part of the JPA Program expansion, Juniper has introduced a new Partner Assured designation to provide partners who have rich Juniper practices with third-party validation from Information Security Systems International (ISSI) of their capabilities across the customer lifecycle. By equipping partners with market leading AIOps and verification of superior customer outcomes and lower operational costs, Juniper’s Partner Assured designation helps to accelerate partner profitability.

“By offering world-class partner programs alongside a suite of innovative and secure AI-Native Networking solutions, Juniper sets the foundation for partners to unleash their value, speed and scale,” said Gordon Mackintosh, Group Vice President, Juniper Partner Organization at Juniper Networks.

Additional Juniper Partner Advantage 2024 program highlights include:

  • Managed Network Provider Designation: Juniper has transformed its managed service provider (MSP) designation, which saw a 44 percent growth in the number of partners receiving the designation last year, with new AI capabilities that can improve customer service and increase profitability for partners.
  • New Advisor Designation: The new Advisor designation rewards partners for influencing customer decisions and optimizing customer success.
  • Environmental Sustainability: As more customers require partners who are skilled with and committed to sustainability as a compliance imperative, Juniper amplifies partners’ driving sustainable outcomes through JPA. This encourages our partners, working with our customers, to make progress toward key climate goals, including decarbonization, addition of sustainable technology, and reducing and recycling of waste.
  • Recognizing Vertical Expertise: Juniper is adding acknowledgement of partners’ vertical expertise to JPA, allowing recognition for those with rich vertical GTM motions and demonstrated proficiency that meet these unique customer demands.
  • Enriched Partner GTM Engagement: This program enhances collaboration by offering account mapping, GTM concierge services, investment, and dedicated planning through the entire customer lifecycle.
  • Deal Central Dashboard: This new tool consolidates Juniper partner deals, quotes and marketing leads, streamlining the deal registration process and enabling partners to respond in two hours or less for 80 percent of commercial deals and six hours or less for strategic deals of less than $250K.

Through the Juniper Partner Advantage Program and its innovative AI-Native Networking Platform, Juniper is committed to helping partners maximize performance, productivity, and profitability. Coming off the heels of 233 percent growth in participants YoY, Juniper has expanded its existing Champions Program to bring more scale and expertise to participating partners through a robust extended sales force delivering strong Juniper acumen to support our mutual customers. Additionally, as partners expand investments to gain deeper technology expertise, there has been 20 percent sales growth YoY for partners invested with three or more Juniper specializations. Together with its partners, Juniper is delivering speed, scale and value to its customers, ultimately making every connection count.

“Juniper’s innovative approach to AI-driven networking and the recent enhancements to the JPA program, helps us to differentiate our as-a-service offerings to support our customers across the entire customer lifecycle while providing us with opportunities to accelerate profitability.” Jim McKenna, Vice President, Strategic Partnerships, Black Box

“Customers turn to Presidio’s Managed Services for our team’s expertise and to strategically complement their organizations and manage their day-to-day infrastructure. Partnering with Juniper for their industry leading AIOps enables us to build out a comprehensive offering to our customers with tangible results.” Norm Egan, Vice President, Presales, Presidio

“The new Partner Assured designation provides an incredible opportunity for us to differentiate our customer offerings through third-party assurance of our capabilities to deliver exceptional outcomes across the entire customer lifecycle. This new designation, combined with our GTM approach and Juniper’s market leading AIOps, create a compelling offering for our customers.” Mohamed El Haddouchi, Managing Director, Nomios Netherlands and Group CTO

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