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Partner enablement for digital transformation

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8 years ago

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David Hazard, Vice President – Head of EMEIA channel & sales Operations, Fujitsu Technology Products, Fujitsu discusses the company’s focus on enabling partners take solutions to market

Discuss how Fujitsu is looking at the impact of the shifts in IT in terms of solutions made available for the channel?
The shift from old fashioned robust old fashioned IT methodologies and systems towards the new deployed fast IT, digital applications is happening very quickly. The consulting and deploying services required to manage the infrastructure is changing as well.
Fujitsu has all of those solutions and services in our end to end portfolio. We have been more recognized in the Technology client computing part of our ICT portfolio. For instance, many people know we make good notebooks, tablets, workstations etc. Some know we make good servers, storage and compute technology. But not many are aware we also have the solutions that answers needs ranging from enabling migration to a hybrid cloud environment to data security solutions for IoT deployments etc. The message we want to send to the market is that we provide those end to end solutions for mid-market and enterprise customers and are enabling our partners in taking such solutions to their customers.

Discuss the Enterprise focus and success in the segment so far? What is the partner focus in this business?

We want to consolidate and build on our enterprise success across EMEA. We want to bridge the perception gap and be seen as not only a client computing devices vendor and but also an enterprise solutions vendor. We have some very good client references across the datacenter integration space, managed infrastructure services, security etc. We do a lot of these business through our channel.
One of the big tasks ahead of us is how we enable and train our channel partners to take these digital solutions and services to customers. As I mentioned, while we have probably been well known as a Technology vendor, there is room for increasing the awareness in the value add channel about the end to end solutions we offer in the enterprise segment. We want to get closer to the VADs, the value add resellers and to the customers.

Elaborate on specific opportunities that as a company you are focused on?
SAP integration is an area where we have been quite successful and we continue to see growth in that segment. We see growth for the Fujitsu PRIMEFLEX for Hadoop integrated systems. There is growth potential for PRIMEFLEX Cluster-in-a-box solutions, which is a hyper-converged solution including Microsoft Windows Server 2012 R2 pre-installed and pre-configured as virtualized high availability cluster.
We see traction for such solutions especially in the mid-market segment, where customer maybe looking for their first deployments of virtual machines and also need to ensure it doesn’t cost a fortune. They would be looking for something that gets deployed relatively quickly and tested out. We are investing a lot in open stack, Microsoft cluster in a box, SAP and Hadoop, HPC as growth areas of focus.

How do you see SME customers taking advantage of the new age solutions?

There are thousands of corporate customers who want to do what large enterprises do but they don’t have the millions to invest in technologies that will get them to do all of what they wanted to. Five years ago, setting up a technology company would need 5 million USD but today you could set up a company with probably five thousand USD and some computers with access to the cloud. You don’t need the high cost infrastructure anymore. The way they want to do enable their infrastructure is without the complexities of deployments and integration.
The SMB is a strong focus for us and our partners as they need ready to deploy integrated solutions with which they don’t need to contend with complexities around deployment.

How are you managing the partners on this transformational journey?
For partners we offer the Fujitsu SELECT program under which once they come on board as Fujitsu registered partners, that allows us to send them information and provide them access to our partner portal. At the next level of this program, we have Experts who would need to have a couple of people certified and accredited on the Primergy server for instance.
What we are changing is that rather than ask them to retrain on the server technologies each year, we are asking them to look at what the integrated systems that include servers and storage are being used for and then train around those solution requirements. So we train them to take these solutions to market and focus on strategic areas of digitalisation and digital transformation. We are encouraging our partners to look at specializations in Hadoop, SAP integration, Microsoft cluster in a box, cloud, security etc. it is important they have a good understanding of the technology but it is more important to know the contexts and environments the solutions built around these technologies go into.

How do you see the role for distributors changing and what is the extent of your engagement with them?
Across the region including Europe, we work with about 90 to 100 distributors. Several of these are large distributors. Over the recent times, there has been consolidation in the distribution segment with some large ones acquiring the smaller. Earlier, either you were a volume or you were a value distributor but that is changing. In a few years from now, you will just have distributors who will focus across volume and value opportunities. We are making sure that our distributors are in sync with our end to end diverse portfolio and that this doesn’t stop with products but could extend into services such as opportunities around K5 cloud integration (a key part of the Fujitsu Digital Business Platform MetaArc) and potentially into IoT, AI integration etc in future.
The distribution and the reseller channel go hand in hand. A reseller cannot afford direct relationship management with 200-250 vendors and which is why it is easier for them to work with distributors. Resellers are starting to figure out areas they want to specialize and some are big enough to do all of them. The role of the vendor is to educate, enable provide rebate schemes and make it easy for them to buy from us always via a distributor. There will be a certain number of tier-one partners who buy directly from us and there will a small number of corporate and government customers who we sell to directly.

Discuss success with your cloud and the role for the distributor and the channel in taking it to market?
We have had a phased launch of K5, our next-generation IaaS and PaaS cloud service. This cloud computing platform enables digital transformation through integrating traditional IT environments into new cloud-based technologies. We have launched in UK, Germany, the Nordic countries and a couple of other Western Europe countries. We already some customer references but we are not competing with AWS or Azure and are rather enabling integration of applications into those environments.
We need to develop the value propositions around the cloud for this market and this is on our agenda with our distributors because they are best placed to enable the partners. For instance, some of the larger distributors are developing large cloud aggregation platforms and such platform enable resellers that are looking to put together some cloud solutions from different vendors and need help with the consolidation of billing, reporting and administration from a central portal.

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Financial

CFI Partners with Saadiyat Nights as Part of Its Collaboration with DCT Abu Dhabi

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3 days ago

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January 17, 2025

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CFI

CFI Financial Group is proud to announce its official partnership with Saadiyat Nights, as part of CFI’s strategic partnership with the Department of Culture and Tourism – Abu Dhabi (DCT Abu Dhabi). This collaboration underscores CFI’s commitment to supporting its local community and providing its clients with unforgettable cultural and entertainment experiences in one of the world’s most dynamic destinations. 

Currently captivating audiences, the second edition of Saadiyat Nights is bringing legendary international artists, performers and fans together at the iconic open-air venue on Saadiyat Island. Running from December to February, this extraordinary series features iconic acts like Boyz II Men, Christina Aguilera, Robbie Williams, Michael Bublé, Leningrad, Ebi and Omar Khairat, with some already dazzling the stage and others eagerly awaited.

Through this collaboration, CFI will benefit from exceptional brand visibility at each event, while offering its clients premium access to performances and money-can’t-buy experiences, including exclusive Meet & Greet opportunities with some of these legendary artists.  

“Through this collaboration, CFI reinforces its brand presence and industry leadership by securing high brand visibility at each of the Saadiyat Nights events in Abu Dhabi, a key hub for culture and global connections,” said Hisham Mansour, Co-founder and Managing Director of CFI. “This partnership reflects our commitment to fostering meaningful connections, supporting cultural initiatives and providing our clients with opportunities to engage with world-class experiences that complement their journey with CFI.”

Through this partnership, CFI is proud to support Abu Dhabi’s position as a leading cultural destination in the region, while staying committed to its mission of providing traders with exceptional trading experiences and engaging with like-minded local communities.

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Hospitality

Where There Is Trade, There Is Gulfood

Published

3 days ago

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January 17, 2025

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Gulfood

There is only one place where the world gathers annually to witness an unparalleled F&B showcase, with products meticulously handpicked from every corner of the globe. This time, a new global chapter is unfolding in the future of food and it’s within the legacy of Gulfood that the world can anticipate a seismic impact.

The 30th edition of Gulfood, taking place at the Dubai World Trade Centre from 17 – 21 February, will host a record 5,500+ exhibitors from 129+ countries. It will unveil new business opportunities and solve new and evolving global challenges.

Celebrating 30 Editions of Informing the Global Foodscape

For over three decades, Gulfood has been the driving force at the heart of global food commerce—igniting innovation, sparking cross-cultural collaboration and redefining the next era of global F&B. As the world experiences a sweeping transformation in food systems—powered by groundbreaking technologies, sustainability breakthroughs, and forward-thinking ideas—Gulfood 2025 will be the epicentre of this revolution. This is where the next era of food begins, and you’re invited to be at the forefront.

Event date:  17 – 21 February 2025 at Dubai World Trade Centre & registration is now live.

Why Visit?

Where The World Connects for Their F&B Sourcing Success

  • 5500+ Exhibitors: Explore 100k+ new products and innovations from a vast exhibitor showcase across eight distinct sectors.
  • 129 Countries Exhibiting: Experience global diversity with the biggest lineup of participating countries.
  • 43% New Exhibitors: Get the first look at the fresh offerings from exhibitors attending the show for the first time.
  • 24 Huge Halls: Navigate 24 massive halls filled with exhibitors, country pavilions and culinary experiences.
  • 1 Million Sq. Ft Exhibition Area: Gulfood 2025 boasts one million square feet of show floor space.
  • Network And Pre-Schedule Meetings: Establish close connections with F&B industry leaders through pre-scheduled meetings via our official event app and meetings programme.

Show Sectors

Gulfood is set to showcase the latest trends and advancements in the F&B industry, spanning seven distinct sectors: Dairy, Beverage, Fats & Oils, Pulses & Grains, Meat & Poultry, Power Brands and World Food.

Anticipate exploring products spanning these sectors at Gulfood, the ultimate platform for connecting with industry leaders, discovering state-of-the-art innovations and forging valuable partnerships in the ever-evolving F&B landscape.

Features

Food500

The summit will unite global leaders to tackle key challenges, sparking discussions, and showcasing trends, featuring top CEOs, policymakers and innovators.

From talks like Visionaries: Exploring Cutting-Edge Technologies Driving Food Tech to Pioneering Smart Agricultural Systems in the F&B Sector and more, the summit aims to drive business, inspire change and fuel global economic growth.

GULFOOD DISCOVERY TOURS

Over five days, engage in curated tours that are designed to connect you directly with the products you’re most interested in sourcing. The tours focus on diverse food categories such as Gourmet, Alternative Proteins, Ready-to-Eat, and Plant-Based.  F&B professionals, buyers and sourcing experts can gain valuable insights, access exclusive products and make informed business decisions while exploring key trends influencing global F&B.

Top Table

Top Table returns with a charismatic group of local and international chefs who are reimagining the way we create and enjoy food. With a bold focus on culinary futurism, the 2025 edition will debut new techniques, inventive flavour combinations and unconventional textures that surprise and delight audiences.

YOUTHX – YOUNG CHEF CHALLENGE

Witness a high-energy culinary competition between young hotel chefs from around the world. They will compete for a career-defining internship at some of the top restaurants and culinary schools in Europe. Gulfood’s YouthX brings together emerging culinary talent from diverse cultures, offering a global platform that unites chefs through healthy competition. They’ll be judged on futuristic techniques that set the event apart from previous editions, showcasing the next generation of global culinary leaders.

BLEND STUDIO
Celebrate the artistry of beverages with immersive masterclasses that showcase the latest trends and exclusive, never-seen-before creations crafted by industry experts. Explore the world of coffee and the trendiest crafted drinks while seizing opportunities to connect and learn from leading beverage professionals.

THE CULINARY DEBATE
Watch as global culinary icons debate the industry’s most critical challenges and exciting opportunities in the world of food. You’ll be captivated as they offer fresh perspectives on the rapidly evolving industry landscape.

THE TASTING ROOM
Experience the latest culinary creations from top brands and network with business leaders in the F&B industry. Whether you’re looking for the market’s most exciting products, new partnerships or upcoming trends, this is where opportunities come to life.

DUBAI WORLD CUISINE
Experience an exclusive four-hands dinner series that brings together celebrated international chefs and homegrown culinary talent. These unique collaborations offer a one-of-a-kind opportunity to savour bespoke menus, where local flavours and global expertise converge to create exceptional dining experiences.

GULFOOD AFTER HOURS
Explore Dubai’s vibrant food scene with Gulfood After Hours. We’ve teamed up with the city’s most iconic restaurants to give you an unforgettable culinary adventure. From casual eateries to fine dining, you’ll experience the very best Dubai has to offer, outside of the exhibition halls. Simply book, show your ticket, and enjoy exclusive offers at venues across the city.

INNOVATION AWARDS

The Gulfood Innovation Awards will celebrate brands setting a new standard for excellence in F&B. Recognising forward-thinking products that demonstrate creativity, ingenuity and impact, these prestigious awards highlight the best in the F&B industry across 10 categories.

Register today.

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Financial

MultiBank Group Secures Court Victory as Judge Declares Von Der Heydt Claims as “Fictitious” and “Untenable”

Published

3 days ago

on

January 17, 2025

By

MultiBank Group

MultiBank Group has achieved a significant courtroom victory in the Eastern Caribbean Supreme Court against Von Der Heydt Invest S.A. (VDH), a Von Der Heydt Group subsidiary, which had brought claims against MultiBank FX International Corporation (MBFX), a MultiBank Group entity, and its founder, Naser Taher.

The court described the allegations brought by VDH as ‘fictitious’ and ‘untenable’, labelling VDH’s pursuit of these matters as an “abuse of process.” The court ordered VDH to cover over USD$25 million in legal costs incurred by Mr. Taher and MBFX. 

The Honorable Justice Gerhard Wallbank’s decision rejected VDH’s claims and confirmed MultiBank Group’s adherence to transparency and integrity. Naser Taher, Founder and Chairman of MultiBank Group said: ‘The accusations levied against us by Von Der Heydt have always been unfounded, and this ruling is a testament to our strong adherence to the principles of fairness and lawful conduct.’

The court confirmed that the legal campaign by VDH and its affiliates over the past four years consisted of coordinated and unfounded allegations targeting MultiBank Group. The judgment also highlighted a “conspiratorial network” involving multiple parties.

A previous ruling by the court made in early 2024 compared the relationship between the Von Der Heydt Group, to the Bernie Madoff ponzi scheme.

This decision marks an end to VDH’s pursuit of claims against the MultiBank Group and runs parallel to the financial group’s broader collapse. Von Der Heydt Bank, a 250-year-old institution and VDH’s parent company, has surrendered its banking license and ceased to exist after being placed in liquidation by its founder Dietrich Von Boetticher. The court further commented on the plight of German noteholders allegedly represented by VDH, attributing their difficulties to mismanagement at the hands of the Von Der Heydt leadership.

A prior ruling by the London High Court found Colm Smith, CEO of CSM Securities, and his company in contempt of court for not adhering to a worldwide freezing order (WFO) obtained by MultiBank Group. This contempt stems from Smith’s failure to disclose assets related to a legal dispute involving Van Der Heydt Invest SA (VDHI), where significant losses were linked to investments in notes associated with the Multibank Index. His actions have raised the possibility of imprisonment as the court continues to address allegations of unlawful collusion against MultiBank Group, which are unfolding in various European courts.

MultiBank Group’s victory in the Eastern Caribbean Supreme Court further solidifies its position as a trusted leader in the financial derivatives market, operating under the oversight of 16 regulators across five continents and serving over one million clients worldwide. Naser Taher added: ‘We are delighted that the judiciary has recognised the baseless nature of these accusations and affirmed our global reputation for integrity and operational excellence. We remain steadfast in delivering the highest standards of financial services to our clients.’

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