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Tech Interviews

FULL STEAM AHEAD

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Updated : September 25, 2013 0:0  ,Dubai
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img11With an uncertain year in Kenya behind, NITI’s VP Ponnin Selvan can look forward to a better future

With Q1 gone, discuss your performance in the first quarter and what that implies about the rest of the year

Q1 has been slow since we had the Kenya elections. Many people were afraid of a repeat of the chaos of the last election and a lot of consumers were sceptical to make any purchases, thus delaying the whole cycle. This had a ripple effect in the other East African countries where we operate. Having said that, we have managed to scrap through and reach our target. This will be left behind since most of the countries in East Africa will have left-over funds to spend before they go for their national budgets, hence we hope grow at 120% of our targeted figure. Q1 results only encourage us to work even harder to achieve the objectives set for the year and to serve our partners with greater commitment and dedication.

What trends and developments do you see in the current African IT distribution model?

IT distribution in Africa is still the traditional model but vendors are becoming more and more serious about African business and dedicating themselves to this market. This has seen an excitement created in the market for partners and consumers.

You continue to add brands into your portfolio. What is the overriding factor you use to decide to bring these brands into your fold?

We continue to add more brands to our portfolio. Our earlier business model complements our current business model, hence we have older contracts of differing nature which we need to honour for a period. After those contracts are over, however, we will be asking vendors to reconsider the contracts so that we can enter into different ones that suit our current model after which there will be a consolidation of all the brands. Exclusive distribution agreements are usually seen with high end and luxury products. Ours is a case of low-end products whose goal should be for products to saturate the market and move units quickly. Therefore, there is a need for at least two distributors per country or region depending on the size of the market.

With Africa’s economy growing, more players are being tempted to enter the continent’s distribution sector. How do you intend to counter this imminent competition?

Consolidation of distributors is a given for all countries and regions. In certain countries we have excess distributors than actual performing partners, leading to a case of supply over-meeting demand as well as over-distribution. In this case, the partners take advantage of the situation and twist the arm the distributors. The distributors are unable to make any money and eventually lose hope in the brand, invest less and defocus from the brand. Nonetheless, we are always thinking of new products and/or services we can bring to market. We find new ways to engage the partners and keep prospects interested. We have a good Tier-3 base of partners and breadth billing is the key to our success. Other distributors don’t want to take the risk, but we play all along that line because with higher risk comes higher returns.

You have a front row seat to observe Africa’s technology trends. How is Africa’s receptiveness to latest technology and gadgets?

New technologies like cloud computing and mobile computing and the latest gadgetry are all the rage in Africa right now. People in Africa are adaptive to new technologies and like to learn about anything new. Africa is very receptive to these new technologies, only spending power is not there. Emerging technology fields are fertile hunting grounds for new business opportunities, and corporate executives, investors, policymakers, and entrepreneurs across many industries look to these areas to drive growth.

What challenges are you facing particular to Africa and how do you overcome them?

Challenges are many and come in different forms and shapes including consumer awareness, consumer spending, pricing, etc. We do our best to overcome these challenges by partner education through channel events and programs meant to ease understanding. We also have a strong relationship with our partners and this helps in getting the m

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Tech Interviews

Advancing Connectivity and Security for the AI Era

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Exclusive interview with Ahmed Al-Sayed, Channel Sales Lead for the MEA Region at HPE Aruba Networking, during GITEX Global 2024. Ahmed highlighted how sustainability is a central theme on everyone’s mind, with HPE Aruba Networking prioritizing it across their innovations. In particular, he discussed solutions for small businesses, including their advanced Wi-Fi 7 technology, which brings enterprise-quality connectivity to this space.

What are some of the highlights from a channel business perspective for HPE Aruba Networking?

At HPE Aruba Networking, we have always been led by innovation. Our focus is on empowering our channel partners to differentiate themselves within the competitive landscape and remain relevant to their customers. Our channel partner programs continue to evolve to adapt the market changes and to make sure we reward our channel partners for their value added activities. Enablement is key because market dynamics are constantly shifting. We want our partners to evolve and remain specialized with the latest technology and innovations. To achieve this, we’ve developed multiple platforms within HPE to ensure our partners have access to the latest tools. In line with the theme here at GITEX, “AI: The Future is Now,” we’re bringing this vision to life.

How HPE Aruba Networking is working towards this AI-driven world?

HPE Aruba Networking has been one of the leading companies in AI-driven innovation, investing significantly to prepare our infrastructure for an AI-ready future. The AI era is unlocking an enormous amount of opportunity, with networking infrastructure playing a critical role in managing the vast workloads and applications of AI. Our solutions allow customers to leverage AI to its fullest potential, optimizing networks and generating valuable insights. Through a dual approach we call “networking for AI and AI for networking,” we provide our customers with the tools they need to enhance performance and realize the full power of AI.

How does HPE Aruba’s security-first AI networking portfolio as a whole add value in this market?

I would break this security-first, AI-powered networking approach into two parts. Security has always been central to our products, and we encourage our customers to adopt a zero-trust model. This means knowing exactly what is connected to the network and to be given the least access privileges enforced. Instead of managing complex, disparate systems, we consolidate security into a single platform that provides a comprehensive 360-degree view, encompassing our offerings from networking to ZTNA, ClearPass, and NAC solutions. On the AI-powered front, our approach enhances automation and protection, reducing manual configurations, minimizing potential security gaps, and enabling the network and security teams to anticipate and address issues proactively.

How important is the world’s biggest tech event, GITEX Global, for the company?

GITEX Global is one of the most important platforms for showcasing our latest technologies and innovations. It’s an opportunity to engage directly with partners and customers, sharing solutions such as Wi-Fi 7, our latest in connectivity. We know our customers expect cutting-edge advancements from HPE. Sustainability is also a priority, and we ensure it’s at the heart of all our innovations. At GITEX, we’ve presented our small business solutions, offering complete end-to-end connectivity from access point to wireless LAN, bringing enterprise quality to small businesses. We’re also showcasing our end-to-end SASE platform, designed to secure and streamline access for our clients and partners.

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Tech Interviews

Trigon’s Roadmap to IT Excellence and Hospitality Innovation

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Trigon

Exclusive Interview with Kamran Khayal, General Manager, TRIGON L.L.C.

What is Trigon’s long-term vision and strategy for growth in the IT distribution market?

    At Trigon, our long-term vision is to become a leading player in the IT distribution market across the Middle East, renowned for our innovative solutions, exceptional customer service, and strong partnerships with technology providers. We aim to empower businesses by providing them with cutting-edge technology and support to thrive in an increasingly digital world. We plan to continuously diversify our offerings by incorporating the latest technologies, including AI-driven tools. This will enable us to meet the evolving needs of our clients. Also, building strong, strategic partnerships with leading technology vendors is key to our growth.

    We aim to foster relationships that allow us to offer our customers the best products and services available in the market. As we continue to grow, we will focus on expanding our footprint in the Middle East  region. Having a long-term established and strong presence in countries like Saudi Arabia, Oman, and Bahrain will help us tap into new markets and opportunities. By focusing on these strategic areas, Trigon is well-positioned for sustainable growth and success in the IT distribution market, helping our clients achieve their business goals and navigate the digital transformation journey.

    • How does Trigon differentiate itself from its competitors in terms of product offerings, customer service, or market reach?

    At Trigon, we believe that our unique approach sets us apart in the competitive landscape of IT distribution. Here are the key areas where we differentiate ourselves:

    • Diverse Product Offerings:
      We pride ourselves on a comprehensive product portfolio that includes not just the latest hardware and software solutions, but also specialized services tailored to specific industries. By continuously adapting to emerging technologies and market demands, we ensure our clients have access to the best tools available.
      • Personalized Customer Service:
        Customer service is at the heart of our operations. We take the time to understand the unique needs of each client, providing tailored solutions and support. Our dedicated account managers are always available to assist, ensuring that our customers feel valued and supported throughout their journey with us.
      • Strong Local Presence with Regional Expertise:
        With offices in Dubai, Abu Dhabi, Saudi Arabia, Oman, and Bahrain, we possess a deep understanding of the regional market dynamics. This local expertise allows us to navigate cultural nuances and build strong relationships, giving us an edge over global competitors who may not have the same level of local insight.
      • Innovative Solutions and Thought Leadership:
        We strive to be at the forefront of technological advancements. Our team actively engages in introducing innovative solutions that address our clients’ most pressing challenges. We also share our insights through thought leadership initiatives, positioning Trigon as a trusted advisor in the industry.
      • Flexibility and Agility:
        In a rapidly changing market, our ability to pivot and adapt quickly to new trends sets us apart. We are agile in our approach, allowing us to respond promptly to client needs and market shifts, ensuring we remain relevant and valuable to our customers.

    Through these differentiators, Trigon not only meets the demands of the IT distribution market but also builds lasting partnerships with our clients, fostering mutual growth and success.

    • Can you share any insights on the emerging trends in the IT industry and how Trigon is positioning itself to capitalize on these opportunities?

    The IT distribution landscape is evolving rapidly, influenced by technological advancements, market demands, and changing customer behaviors. At Trigon, we are closely observing these trends and positioning ourselves to seize the opportunities they present. Here are some key trends we are focusing on:

    • Digital Transformation of Distribution Channels:
      As businesses increasingly embrace digital transformation, there is a shift towards e-commerce and digital platforms for IT distribution. Trigon is investing in enhancing our online presence and digital sales channels, making it easier for our clients to access products and services seamlessly.
    • Increased Demand for Value-Added Services:
      Customers are looking for more than just products; they seek solutions that address their specific challenges. Trigon is focusing on providing value-added services such as consulting, integration, and support to help our clients fully leverage their technology investments.
    • Supply Chain Resilience:
      Recent global events have highlighted the need for robust and resilient supply chains. Trigon is working on enhancing our supply chain management practices to ensure timely delivery of products and minimize disruptions, thereby building trust with our partners and clients.
    • Strategic Partnerships and Ecosystem Development:
      The complexity of modern IT solutions requires collaboration among various stakeholders. Trigon is actively forming strategic partnerships with leading technology vendors and service providers to create a robust ecosystem that delivers comprehensive solutions to our clients.What are Trigon’s plans for expanding its geographic footprint and reaching new markets?
    • How does Trigon ensure the quality and reliability of the products it distributes?

    At Trigon, maintaining the highest standards of quality and reliability in our product offerings is a top priority. We employ a comprehensive approach that encompasses several key practices like we collaborate exclusively with reputable technology vendors known for their high-quality products. By carefully selecting our partners, we ensure that the products we distribute meet stringent quality standards. Also, before adding any product to our portfolio, we conduct thorough evaluations and testing. This process includes assessing performance, reliability, and compatibility with existing systems, ensuring that only the best solutions reach our clients.

    We actively seek feedback from our clients regarding product performance and reliability. This information is invaluable for continuous improvement, allowing us to make informed decisions about our product offerings and address any issues promptly.


    We believe that quality extends beyond the point of sale. Our dedicated after-sales support team is available to assist clients with any product-related inquiries or issues, ensuring that they derive maximum value from their investments. Also, we prioritize compliance with industry regulations and standards. Many of the products we distribute hold relevant certifications, which not only validate their quality but also reassure our clients about their reliability.

    • What specific features and functionalities do Trigon’s hospitality TV solutions offer to enhance the guest experience and improve hotel operations?
      • Trigon’s hospitality TV solutions are designed to enhance the guest experience while also streamlining hotel operations. Here are some of the key features and functionalities we offer:
      • Interactive Guest Interface:
        Our TVs provide an intuitive, user-friendly interface that allows guests to easily navigate channels, access on-demand content, and explore hotel services. This seamless interaction enhances the overall guest experience.
      • Customizable Content:
        Hotels can personalize the content displayed on the TVs, including branding elements, promotional videos, and information about hotel amenities. This customization helps reinforce the hotel’s brand and keep guests informed.
      • Streaming Capabilities:
        Guests can connect their personal devices to the TV, enabling them to stream their favorite shows and movies. This flexibility enhances guest satisfaction by allowing them to enjoy familiar content during their stay.
      • Remote Management and Control:
        Our solutions include remote management capabilities, allowing hotel staff to monitor and control the TVs from a centralized system. This feature simplifies maintenance, updates, and troubleshooting, leading to improved operational efficiency.
      • Feedback and Survey Capabilities:
        Our solutions can facilitate guest feedback through surveys displayed on the TV. This feature helps hotels gather valuable insights into guest satisfaction and areas for improvement.

    By incorporating these features and functionalities, Trigon’s hospitality TV solutions not only enhance the guest experience but also improve overall hotel operations, allowing staff to focus on delivering exceptional service.

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    Tech Interviews

    Epson’s Vision for GITEX 2024: Sustainable Innovation and AI-Driven Solutions

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    Exclusive Interview with Jason McMillian, Regional Sales Director, Epson Middle East & Turkey

    1. Please describe the overall theme of your booth or presence at GITEX 2024?

    GITEX is a core part of Epson’s annual calendar, enabling the company to showcase new solutions, engage with industry leaders, enhance our relationship with partners, and increase our visibility. Epson is among the longest-standing exhibitors at GITEX, and the team knows that customers and partners are keen to experience the exciting new innovations presented at the event.

    Epson’s presence at GITEX this year will build on the heritage of the iconic Japanese technology pioneer, while reimagining what technology can do for consumers and businesses with a visionary approach.  – emphasizing the importance of sustainable solutions and Epson’s commitment to eco-friendly practices.

    1. Please describe the primary products, solutions, use cases that you will be presenting at GITEX 2024?

    Epson will showcase a full range of cutting-edge, high quality and eco-conscious technology solutions in printing, scanning, visual display, manufacturing, and lifestyle categories using Japanese design elements to highlight the company’s heritage. The stand will showcase Epson’s EcoTank home and business models, WorkForce Pro, WorkForce Enterprise, POS receipt printers, ColorWorks label printers, and many digital signage solutions. Epson’s immersive and engaging stand aims to present solutions catered to many thriving industries in the Middle East such as education, corporate and retail amongst many. Epson will present the EF-21 and EF-22 home cinema projectors, and the new Q-Series 4K 3LCD Laser Projectors in the META-CW Asia region this GITEX. The flagship QL-7000 model delivers vibrant images for immersive experiences in modern luxury homes – especially for multipurpose living spaces.

    Epson will also introduce the new industrial color label printer, the ColorWorks-C8000e (BK) for the first time in the Middle East, and visitors will be able to preview Epson’s new DS-900WN network business scanner, which is set to officially launch in the Middle East later in the year.

    1. How is the impact of AI for channel partners and end users being showcased at your stand?

    Epson is leveraging AI to enhance many aspects of our business within smart manufacturing to improve quality control, streamline production workflows, and ensure better efficiency. AI enables Epson to optimize logistics, supply chain management, and resource allocation.

    AI also assists Epson with sustainability initiatives to monitor and manage the environmental impact of its solutions. The Epson 25 Renewed Corporate Vision aims to improve quality of life by using AI and digital technologies to connect people to information captured by sensors.

    GITEX’s focus on Global Collaboration to Forge a Future AI Economy is particularly important for Epson, because they see international partnership and innovation as essential to achieving its long-term goals for its customers and for the shared planet. Through Epson’s unique solutions, the company will showcase the importance of AI and the huge impact it can make on businesses.

    • Please name the channel or alliance partners with whom you are participating or those that will be participating at your stand, and the solutions being presented jointly?

    In partnership with MyQ Middle East, Epson will be using MyQ, a printing management software, to support with its printers that use Heat-Free Technology. PaperCut by Bridgesol will also be integrated with Epson’s solutions for the education sector, and OptimiDoc for simplified business solutions. Epson has also partnered with illumin8 studios for all of their lighting and video design elements, creating an immersive experience on the stand.

    • Are there any major announcements, keynote presentations, technical briefings, awards, being planned during GITEX 2024?

    At GITEX this year, Epson will be launching a wide range of new solutions plus discussing our upcoming plans and strategies for the newly established Epson Middle East FZCO (“Epson META-CWA”), a new sales company to serve businesses, and consumers within one of the world’s most dynamic regions for technology adoption, with operations set to begin in October 2024. Headquartered in Dubai, United Arab Emirates, this strategic move reflects the immense potential that Epson sees across the Middle East, Türkiye, Africa, and Central & West Asia (META-CWA).

    Epson will also be launching the EF-21 and EF-22  home cinema projectors which have a  screen size of up to 150 inches. Both solutions are mini smart laser projection TVs that are easy to use, plus have long-lasting laser light source and superior picture quality. Epson will the new Q-Series 4K 3LCD Laser Projectors in the META-CW Asia region this GITEX. The flagship QL-7000 model delivers vibrant images for immersive experiences in modern luxury homes – especially for multipurpose living spaces.

    Epson will also introduce the new industrial color label printer, the ColorWorks-C8000e (BK) for the first time in the Middle East, and visitors will be able to preview Epson’s new DS-900WN network business scanner, which is set to officially launch in the Middle East later in the year.

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