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FAST-TRACKED GROWTH

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Updated : April 5, 2015 0:0  ,
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5Global Distribution has expanded its association with several vendors over the past year or so and is consolidating its reach into the value add space. Mario M. Veljovic, VP Solutions MENA at Global Distribution speaks about the company’s focus and initiatives

Discuss Global’s growth highlights in the value add distribution space over the past year?

Global Distribution continued to grow in double digits and achieved its Financial Goals, despite solid investments in new business and territories, which we are very proud of. Especially the investments we have made in 2014 will support Global Distribution’s growth in 2015. The Solutions Distribution Team has built a complete stack of Enterprise IT Solutions Vendors to cater the growing Data Centre requirements in the MENA Region. The Solutions Portfolio today represents more than 15 Enterprise Vendors. The High Performance Computing Unit, represents Fujitsu (Primergy Servers), Optoma (AV solutions) and HP. Our Enterprise Storage unit, addresses all requirements of Storage from Tier 1 to Back up, and represents FusionIO (SanDisk), Pure Storage, Fujitsu (Eternus Storage), Overland Storage & V3 VDI and Tandberg Data. The Software & NAS Unit promotes Kaspersky and SolarWinds on the Software side and QNAP, Seagate NAS and Synology, along with a comprehensive HDD and SSD Offering. Last but not least, we have our IT Infrastructure & Physical Security Unit, which offers Linkcomn, Datwyler, ZyXel and Mobotix, helping to build “Layer-0” Infrastructures.

Are there significant domains where you would like to expand?

Today the solutions portfolio is able to address all Data Centre requirements, which comprises High Performance Computing, Enterprise Storage, IT Infrastructure & Physical Security and Software (mainly infrastructure monitoring). We have invested into new and proven technologies to ensure our Partners are getting the “best-of-breed” in each segment.

The Solutions Distribution Team in particular has developed a product portfolio to address key industry trends, such as out-of-the-box solutions, converged infrastructures, VDI and IP-based CCTV.

All solutions promoted are offering a strong “ROI”, which is a compelling argument for end-users especially this year, as concerns over the regional Economy is felt. We already feel that end-users are questioning the IT Departments regarding what they have done to explore solutions apart from that available from mainstream and usual suppliers. There are a few more vendors we are in final discussion to complete missing elements.

Areas we are still keen to develop in 2015 are BI/Analytics, Data Security, Automatic Identification & Data Capturing (AIDC) and Digital Signage, as those are still key industry trends, which are not seriously addressed by Competitors in the Region.

How has the company gone about to expand the in-house expertise to manage these separate domains in terms of pre-sales or account management?

We have done significant investments into local teams and support structures, the demo and POC units,  marketing funds and channel enablement (commercially and technically).

What have been the on ground channel engagements in terms of roadshows, training etc and in terms of frequency?

We are not planning for anything extraordinary, but will have just more frequent channel activities this year, such as events, road shows, round tables, technical enablement sessions and training & knowledge transfer get-togethers etc. As last year was the year of on-boarding new vendors, this year will be to grow our Channel Partner community across the Region.

How do you see the industry outlook for the VAD as well as the value channel Business?

The traditional VAD Concepts is increasingly under pressure. The GTDC (Global Technology Distribution Council) has already in 2010 predicted that the next step beyond value-based distribution are wholesalers that embrace VAR business development, market segmentation, sophisticated sales and technical enablement to help their customers realize faster and more specific market success. Key differentiators will be partner enablement and development, selling into target markets, Analytics based marketing, technical & sales acumen, partner practice consulting, developing a knowledge base of expertise and a comprehensive product portfolio.

Global Distribution has probably been the 1st in the region to start venturing into this new segment and promoting solutions distribution since last year.

Distributors have always offered dedicated sales and account management as benefits to their customers. But it hasn’t been until recently that distributors have started working with suppliers and vendors to offer in-depth business and practice development to VARs. Distributors are now growing VAR revenue and loyalty by helping them identify new technology and market practices through distributor-facilitated business planning. Distributors are also assisting VARs with business transformation awareness and training as cloud computing continues to encroach on traditional on-premise business models.

Which markets in the region are you focusing at the moment? Any plans to expand with direct offices in other parts of the region?

Today we have strong coverage of the entire GCC, with people on ground and supply chain set up in all major markets. An area we are keen to develop is North Africa.

How many active channel partners do you currently manage? Are you looking to increase that in specific verticals?

We have about 250 channel partners in the region and the list just keeps growing. Our partner community has a well coverage of all key verticals, though I would appreciate, if partner in general would develop a more vertical focus approach. Still today most of the partners in the region cover all verticals, rather than developing in-depth skills and understand of a specific vertical. The challenges of a client in hospitality is very different than education, for example. The focus should be on understanding the Business challenges a vertical faces, rather than merely the IT Challenges.

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THIRD EDITION OF BENTLEY’S EXTRAORDINARY WOMEN INITIATIVE WELCOMES STUDENTS FROM THE UK AND QATAR TO CREWE

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Extraordinary Women

The third edition of Bentley Motors’ Extraordinary Women initiative has concluded with students from universities in the UK and Qatar spending a week at the luxury car brand’s headquarters in Crewe, England. As part of a specially designed schedule, they met with Bentley experts and executives, went behind the scenes of its manufacturing operations, and tackled individual tasks.

Designed to encourage and develop the next generation of young female leaders, the 2024 edition of the Extraordinary Women programme has seen the students receive one-on-one mentorship over the past three months from a selection of inspirational Pioneers from the fields of technology, engineering, design, and business.

The students, who passed through a structured selection process focused around these four specific fields, came from a variety of participating universities: including The University of Doha for Science and Technology in Qatar, and the Universities of Bath, Loughborough, and Manchester Metropolitan in the UK.

Noora Al-Hajri, University of Doha for Science & Technology student, commented, “This experience has been nothing short of life-changing. Through the programme, I have gained invaluable knowledge and skills that will significantly impact my personal and professional growth. The opportunity to learn from inspiring mentors in both Qatar and the UK has been particularly enriching. Their guidance has broadened my horizons, challenged me to think critically, and empowered me to pursue my dreams with renewed confidence. The opportunity to visit the Bentley headquarters at the end of the programme has also been truly awe-inspiring. Thank you, Bentley, for believing in us and for creating such a transformative programme.”

The Pioneers were equally carefully selected. In the UK, entrepreneur Sara Davies MBE, founder and owner of Crafter’s Companion and TV personality from BBC One show Dragons’ Den, provided business mentorship, with Cecilia Harvey, founder of Tech Woman Today, offering the same in the field of technology.

Titi Oliyide CEng MIET, Senior Process Safety Engineer and winner of the 2023 Young Woman Engineer of the Year, mentored the engineering student, and renowned interior designer and Founder of Studioilse, Ilse Crawford provided design support.

The four Qatari Pioneers included Qatar’s UNESCO art ambassador, Muna Al-Bader, in the field of design. Dr Noora Fetais Al Marri, honoured by the Arab Women of the Year 2024 awards for her contributions to cyber security. Education and founding President of the Arab Association for Cyber Security, offered technology mentorship.

Covering the field of engineering was Dr. Hanan Farhat, founder of the Qatar Association for Women Engineers, and Dr. Buthaina Al Ansari in the field of business, who is a senior advisor at the organisation that established Tamkeen Training and Consulting Solutions.

Member of the Board for Human Resources at Bentley Motors, Dr. Karen Lange, commented, “With every year, the Extraordinary Women programme grows stronger, as exemplified by the quality of this year’s Pioneers, all who have generously given their time in the spirit of collaboration as we seek to build a legacy for young women. It has been a great honour to meet and engage with such talented young women during their visit – witnessing their energy and ability fills me with great optimism for the future.”

Launched in the UK and Middle East in 2022, the Extraordinary Women initiative has previously engaged students and Pioneers from the United Arab Emirates, Saudi Arabia, and the United Kingdom. It forms part of Bentley’s wider commitment to diversity, equity, and inclusion under its Beyond100 strategy, and was created to encourage women to explore a variety of career paths in the STEM and automotive sectors.

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Financial

Reem Finance signs with Network International to accelerate digital transformation

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Network International (Network) has announced the signing of a strategic partnership with Reem Finance, the leading financial services provider in the UAE. The strategic alliance aims to leverage Network’s expertise to provide a fully-fledged payment processing solution to support the digital transition.

The partnership with Network complements Reem Finance’s focus on offering customers with a unique banking experience in tune with the digital age. The scope of services includes a comprehensive range of products and services from transaction processing, card hosting and management, as well as value-added services. As the region’s largest payment solutions company, Network is committed to supporting the UAE financial services sector by providing innovative solutions to customers and enhancing the experience of consumers.

Navneet Dave, Managing Director & Co-Head of Processing – Middle East at Network International, commented, “We are thrilled to partner with Reem Finance as we jointly deliver innovative digital payment solutions that offer an effortless and secure experience for customers. Our collaboration builds on Network’s three decades of experience and expertise in creating world-class digital payments infrastructure and services for clients. It underscores Network’s commitment to empowering our partners with cutting-edge processing services and value-added solutions and driving growth in the UAE financial services industry.”

Mr. Seraj Faidi, CEO of Reem Finance,said: “As part of our ongoing commitment to enhancing the quality of our products and services for our esteemed clients, and in light of our recent collaborations with prominent service providers and partners, we are delighted to partner with Network International to explore innovative paths to accelerate digitizing our services to better serve our customers. This engagement is an important step for Reem Finance in expanding our capabilities to provide top tier, friendly and easy to use services to our customers. We are confident that with Network International, the processing of card transactions related to both consumer and commercial sectors will be state-of-the-art and seamless. We are committed to playing a vital role in elevating the financial system in the UAE, delivering value to our shareholders, and prioritizing the needs of our clients.”

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Financial

Wio Bank Redefines SME Banking with New Embedded Finance

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Wio Bank PJSC is introducing a new embedded finance service designed especially for the UAE’s small and medium-sized enterprises (SMEs). This initiative includes strategic partnerships with leading accounting software platforms Zoho Books, Fiskl and Wafeq, aiming to embed banking services into daily business operations and simplify financial management.

Wio Business, the bank’s first digital banking application, caters to micro, small, and medium enterprises (MSMEs), as well as freelancers and entrepreneurs. By directly integrating with accounting and financial management systems through APIs, Wio Business facilitates seamless financial workflows, enhancing management and eliminating the need for third-party intermediaries. This integration automates bookkeeping, significantly reducing manual labor and allowing businesses to concentrate on their core activities.

Jayesh Patel, Chief Executive Officer of Wio Bank PJSC, shares his vision for the new service: “By adopting Embedded Finance, we are transforming how businesses manage their finances. Our direct integration initiative simplifies how financial services are delivered and managed, making it easier and more transparent for SMEs.”

With over 94% of UAE businesses categorized as SMEs and significant contributors to employment, Wio Bank’s new service is tailored to meet a vital market need. This initiative, along with its strategic partners, is designed to simplify business operations, allowing them to thrive by focusing on growth rather than administrative financial tasks.

A New Era of Financial Management

Through Wio Business, companies can now link their accounts with selected software platforms such as Zoho Books, Fiskl, and Wafeq, offering a holistic view of their financial health. This integration eliminates the dependency on third-party intermediaries, simplifies financial workflows, ensures real-time financial insights with automatic updates, and streamlines accounting tasks with features like auto-reconciliation of bank statement. Additionally, integrating Wio Business APIs into Corporate ERPs and payment platforms facilitates automated account payables and instant transaction reconciliation, thus reducing manual labor and errors, and enhancing cost efficiency and operational gains.

Wio Bank was established to redefine banking in the UAE for both businesses and consumers. Its second digital offering, Wio Personal, is a day-to-day banking platform that changes how individuals see, manage, and grow their money. It provides users with unprecedented financial visibility and flexibility, serving as a foundation for achieving personal financial goals with an engaging experience that includes smart cards and exciting rewards.

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