News
Partner enablement for digital transformation
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.
Financial
Dhruva to Rebrand as Ryan Across the Middle East, Signaling Unified Global Brand
Dhruva will adopt the Ryan brand across the UAE and Saudi Arabia by the end of 2026, uniting the practice with Ryan’s global identity and international platform.
Dhruva, a leading tax consultancy firm in the Middle East, and Ryan, a leading global tax services and software provider, today announced that Dhruva will transition to the Ryan brand across the United Arab Emirates (UAE) and the Kingdom of Saudi Arabia. The rebranding will be completed by the end of 2026, bringing the practice under Ryan’s global identity and reinforcing its position as part of the world’s leading global-scale specialist in business tax.
The transition marks the next phase of the strategic joint venture announced in 2025 and reflects the continued integration of Dhruva’s regional capabilities with Ryan’s global platform, technology, and international resources. Clients across the Middle East will continue to benefit from the same trusted advisory teams, enhanced by access to Ryan’s worldwide expertise and service capabilities.
“The Middle East has been a strategic growth market for us for many years, and we have built a strong advisory practice founded on deep client relationships, technical excellence, and local market understanding,” said Dinesh Kanabar, Founder, Chairman, and CEO, Dhruva Advisors and Vice Chairman, Ryan.
“The transition to the Ryan brand marks a significant milestone in our journey and reflects the strength of our partnership. By combining our regional expertise with Ryan’s global scale, technology, and international capabilities, we are creating an even stronger platform to support clients across the region as they navigate an increasingly dynamic and evolving tax landscape.”
“The Middle East is one of the most important growth markets for tax advisory services globally, and we are investing in the region with a long-term view,” said Tom Shave, President of Ryan’s European and Asia-Pacific Operations. “Uniting under the Ryan brand strengthens how we serve clients across the UAE, Saudi Arabia, and Europe—bringing seamless access to our global expertise, technology, and international resources through one trusted platform. This transition marks an important milestone in our integration and reinforces our commitment to the region’s future.”
Ryan will continue to invest in its Middle East operations, expanding its team, capabilities, and regional presence across key markets, including Dubai, Abu Dhabi, and Riyadh. The practice provides comprehensive tax advisory services spanning corporate tax, value-added tax (VAT) and indirect tax, transfer pricing, mergers and acquisitions (M&A) tax structuring, research and development (R&D), and cross-border compliance.
“The response from our clients over the past year has been the clearest validation of this partnership,” said Nimish Goel, Leader, Middle East, Dhruva, a Ryan Affiliate. “From the outset, our teams have been integrating Ryan’s global capabilities in technology, specialized expertise, and best practices into the work we already lead in the region. Adopting the Ryan brand is the natural next step. It is the same people and the same trusted relationships, now carrying the name of the largest Firm in the world dedicated exclusively to business taxes.”
The rebranding will be implemented in phases during the second half of 2026, with signage, visual identity, and digital properties transitioning to the Ryan brand across the region.
News
GFH Partners Manrre REIT (CEIC) PLC and Palmon Group unveil new temperature-controlled chemical warehouse in JAFZA
GFH Partners Manrre REIT (CEIC) PLC (“Manrre” or “the Fund”), managed by GFH Partners Ltd. (“GFH Partners”), together with its development manager Palmon Group FZCO (“Palmon Group”), today announced the opening of a specialised temperature-controlled chemical warehouse in Jebel Ali Free Zone (Jafza), further expanding the Fund’s Grade A logistics portfolio.
The inauguration ceremony was held in the presence of Mr Abdulla Bin Damithan, CEO and Managing Director, DP World GC, alongside senior officials and dignitaries from Jebel Ali Free Zone, GFH Partners, and Palmon Group.
Purpose-built and developed by Palmon Group to meet stringent international safety and compliance standards, the new facility reflects the rising regional demand for certified chemical storage infrastructure that supports manufacturing, energy, industrial services, and third-party logistics. The warehouse is situated on a 180,000sq ft plot with a built-up area of 112,000 sq ft, divided into three temperature-controlled chambers that reach a maximum height of 13 metres. The warehouse has been designed with advanced Early Suppression Fast Response (ESFR), and in-rack sprinkler systems to ensure safety and resilience across all operations.
The facility’s layout allows storage of a diverse range of hazard-classified chemicals. One chamber is configured for UN Class 3 and 4 chemicals, a second accommodates UN Class 5 chemicals, while the third has been developed for UN Class 6, 8, 9 and non-regulated materials. The warehouse offers capacity for 17,400 pallets and includes nine loading docks and three loading bays. The office space has been intentionally limited to three percent of the total built-up area, maximising operational efficiency and warehouse utility.
Speaking on the launch, Kunal Lahori, CEO of Palmon Group and Board Member of Manrre, said: “This new facility brings together precision engineering, regulatory compliance, and long-term value creation. Specialised chemical storage requires a high degree of control and risk management, and we have developed this warehouse to meet those expectations while offering flexibility and scalability for tenants. As one of the earliest developers in Jafza, Palmon Group remains committed to supporting the UAE’s logistics and industrial growth.”
Mohamed Ali, Head of GCC at GFH Partners, said: “The opening of this warehouse marks another important milestone in the expansion of the GFH Partners Manrre REIT portfolio, particularly in mission-critical industrial and logistics assets that serve high-growth sectors. The UAE continues to see strong demand for specialised storage solutions, and this facility reinforces our strategy to develop resilient, future-ready assets that deliver long-term value for our investors.”
The logistics hub is now fully operational and is leased to Safe Logistics. The new facility is expected to play a significant role in strengthening regulated supply chains and supporting Dubai’s position as one of the region’s foremost logistics and industrial hubs.
News
Big Ticket joins DP World ILT20 Season 4 as Official Partner
Big Ticket, the largest and longest-running guaranteed raffle draw in the Middle East (known for cash prizes, dream luxury cars, gold bars and coins) has joined the DP World International League T20 Season 4 as an Official Partner.
In recent years, Big Ticket has become more than just a raffle, it has gained the reputation of being a brand built around rewarding dreams and celebrating ambition, growing into one of the region’s largest and one of the most anticipated monthly draws in the UAE.
DP World ILT20 – the 34-match cricketing extravaganza – the biggest T20 tournament in the region featuring some of the most renowned global cricket stars is currently being played at the Dubai International Stadium, Zayed Cricket Stadium, Abu Dhabi and Sharjah Cricket Stadium.

DP World ILT20 Head of Partnerships Ishan Chopra: “We are delighted to welcome a UAE born raffle giant like Big Ticket as an Official Partner of the DP World ILT20. Their legacy of helping dreams come true aligns perfectly with our vision of delivering unforgettable, fan-first experiences across the league. This partnership strengthens our commitment to creating moments of excitement both on and off the field, and we look forward to elevating Season 4 together. With a household name like Big Ticket on board, we are confident of unlocking even more opportunities for fans to engage, celebrate and go All In for Cricket.”
Meanwhile, DP World ILT20 match tickets across all categories are available for the remaining tournament matches. Various spectator stand tickets start at AED 20 and hospitality packages start from AED 325. Fans can also book the new Sixes Lounge experience for AED 395, which includes unlimited food and beverages. Tickets can be purchased by visiting tickets.ilt20.ae or Virgin Megastores.
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