The Integrator conducted an exclusive interview with K. S. Parag, Managing Director of FVC. During the interview, we discussed FVC’s strategic technology roadmap and its significant industry impact over the past 22 years in the MENA region. FVC actively collaborates with vendors in diverse domains, including UCC, Cybersecurity, and Cloud. Their commitment to introducing innovative solutions aligns with the dynamic market trends observed in this region, ultimately helping companies optimize total cost of ownership, boost productivity, and drive profitability.

Please introduce FVC and its core areas of expertise and the solutions it offers.

FVC operates as a Value-Added Distributor within the MENA Region, concentrating its efforts on four key domains: Unified Communication & Collaboration, Audio Visuals & Smart Meeting Rooms, Cybersecurity & Infrastructure, and Cloud Services. The central objective is to introduce cutting-edge technologies within these four domains to specialized partners and, in turn, generate revenue by showcasing the value inherent in the various solutions offered within these domains.

From a corporate standpoint, our strategic focus has been on evaluating how emerging technologies within these diverse domains can genuinely enhance the end customer’s experience. We accomplish this by fostering a robust partner ecosystem that is duly authorized, well-trained, and fully empowered to seamlessly integrate and adapt these innovative solutions for the ultimate benefit of the end customer.

How long has FVC been operating in this market, and what sets it apart in terms of the experience and expertise in the industry?

FVC has 22 years of regional expertise with local presence in the UAE, Saudi, Qatar, Egypt, Kenya & Morocco to proactively serve partners. This includes the deployment of in-house presales consultants and solution architects who are readily available to collaborate with partners across the entire region.

Our services division plays a pivotal role, serving as an extended arm for our partners when the need arises, especially in the face of complex deployments and training requirements. This division is a valuable resource that partners can leverage to navigate intricate project implementations and ensure that they are well-equipped with the necessary knowledge and skills to excel in their endeavors.

Could you brief us on the partnership FVC has and how FVC empowers its partners, vendors, and clients with your solutions?

FVC collaborates with vendors across various domains. Here’s a detailed overview of each domain to enhance your understanding of our operations.

• Unified Communication & Collaboration (UCC) Domain:

Our primary focus in this domain revolves around Microsoft Teams and the Zoom platform. These two platforms have become central to the world of UCC, and as such, we offer solutions from leading hardware vendors. Key vendors include Microsoft Teams, ZOOM, Poly, Logitech, JABRA, Yealink, Lenovo, DTEN, and Ribbon. We leverage these partnerships to deliver exceptional value to end customers, encompassing both voice communication and video collaboration.

• Audio Visual (AV) Domain:

Within the AV domain, we partner with renowned brands such as BARCO (specifically for their click share solution) and SMART, known for their Interactive Panel Solutions, which excel in distance learning and corporate training scenarios worldwide. Our portfolio also includes PRYSM, Biamp, INOGENI, Epiphan, and ABSEN. Notably, we offer a unique and comprehensive solution called the 6k Flat Panel, which presents a compelling value proposition for our customers.

• Cybersecurity Domain:

In the realm of cybersecurity, we’ve curated a robust portfolio with a forward-thinking approach. We proactively assess new threats and the evolving landscape of threat intelligence to safeguard enterprise-level customers. Our cybersecurity partners include Beyond Trust, Netscout, Invicti, Cyble, SANGFOR, Colortokens, Radware, Malwarebytes, Logsign, and L7 Defense. Our aim is to provide comprehensive protection against emerging threats.

• Cloud & Services Domain:

In the Cloud & Services domain, we collaborate with Kore.ai, C-Zentrix, Vyopta, Spirent, and BigTitan to offer a range of cloud-based solutions and services that cater to diverse business needs.

FVC has earned quite a lot of recognition in the region through industry awards, what is it that makes FVC unique in its business domain?

FVC’s most noteworthy distinction lies in its core competencies and expertise, attributes that are intrinsically tied to our exceptional team. We take immense pride in boasting the industry’s finest skillsets, particularly in most domains we operate within. This recognition has been cemented by the numerous awards and accolades we’ve received, all of which are a testament to the trust placed in us by our partners and end customers.

Our team at FVC is comprised of highly focused and dedicated professionals, each driven by a shared passion for enhancing the value we provide to end customers. We meticulously collaborate with authorized, dedicated partners to ensure that our solutions meet the ever-evolving market trends and demands. This commitment is especially evident in our efforts within the UCC, Cybersecurity, and Cloud domains, where we continually introduce innovative solutions aimed at optimizing companies’ total cost of ownership, fostering productivity, and enhancing profitability.

Additionally, our enduring relationships with many of our partners, some of whom have been with us since our inception, hold immense significance. We are privileged to have partners who have placed their complete trust in FVC for over two decades. This trust is rooted not only in our profound knowledge and expertise but also in the value proposition we offer through our collaborative partnerships, contributing significantly to our partners’ business growth. This enduring partnership has proven to be mutually beneficial, resulting in a remarkable win-win situation for both FVC and our partners on a regional scale. Consequently, this has garnered recognition and acclaim within the industry.

In essence, our success can be attributed to two critical factors: the exceptional core team at FVC and the commitment and trust exhibited by our partners. This symbiotic relationship has propelled us to the forefront of the industry.

Can you provide some examples of how FVC is supporting the integration of next-generation IT and networking solutions to businesses in the region?

FVC has taken the lead in coming with the next generation of IT and Cybersecurity solutions by broadening our complete portfolio of technologies. From a Cyber Threat intelligence perspective, we cover the complete Surface, Deep and Dark web. Our RPA solutions & Conversational Al Solutions are customized to deliver best value to the customers customer in the Banking and Finance, Oil & Gas, Education and Enterprise customers. On UCC Domain, it brings the best value on both platforms MS Teams & ZOOM which migrated the customer to mobility with also leading Hardware based vendors in driving more adoption on MTR Rooms & ZOOM Rooms across the region. Last it brings the latest in SMART meeting rooms which are hassle free and wireless.

How is FVC approaching GITEX 2023?

FVC is poised to make a significant impact at GITEX with our expansive double-decker stand covering 120 square meters. This GITEX, we are gearing up to showcase cutting-edge solutions across various domains.

In the Unified Communication & Collaboration (UCC) Domain, we will unveil the Front Row Experience, powered by Microsoft, and a comprehensive ZOOM platform, complemented by a Contact Centre solution.

Within the Audio Visual (AV) Domain, we are set to feature the latest Interactive Flat Panel (IFP) from SMART and collaborative tools from BARCO’s NexGen ClickShare lineup.

Our Cybersecurity Domain will take center stage with the latest advancements in Privileged Access Management (PAM) by Beyond Trust, Dynamic Application Security Testing (DAST) with Invicti, Managed Detection and Response (MDR) using Malware Bytes, Security Information and Event Management (SIEM) via logsign, and Distributed Denial of Service (DDOS) protection from Netscout ARBOR. We will also emphasize Threat Intelligence through our partnership with Cyble.

In the AI & Cloud Domain, our offerings will encompass Automation and AI solutions by Abby and Centrix, Cloud Management with LivePlex and Monty Cloud, and Cloud Migration facilitated by Vyopta.

Additionally, we are excited to host our annual FVC Partner Dinner, a highly anticipated event that has drawn over 400 partners in previous years. This gathering will unite our vendors and partners, providing them with an opportunity to celebrate achievements and present awards. The celebration is scheduled for October 17th, 2023.

This year’s GITEX theme is not only about embracing AI but also championing sustainability. FVC is unwavering in our commitment to staying at the forefront of today’s technological advancements and the emerging trends of tomorrow.”