Mindware and Dell Technologies have had a longstanding successful partnership for over 21 years. The distributor maintains an extensive ecosystem of more than 4,000 partners, all of whom are skilled in various domains and always supported by the distributor’s team. Mindware employs a dedicated Dell Technologies Business Unit that constantly works in close partnership with the vendor and promotes and deploys solutions with excellent service quality and technical support. The distributor also has been running a dedicated Cloud practice which is fully aligned with Dell Technologies to achieve its vision in the region. The company has been training and enabling its partners to deploy Dell Technologies’ solutions for Cloud migration.

“We congratulate Mindware and appreciate their ongoing commitment to our brand through distribution excellence,” said Ashraf Hamid Managing Director – Distribution Middle East, Turkey, Russia and Africa at Dell Technologies. “With the ongoing pandemic, we understand the challenges faced by distribution businesses and acknowledge the impressive resilience, professionalism and inventiveness shown by Mindware. This award recognizes Mindware’s business alignment to Dell’s strategy, their differentiated performance, various growth initiatives, and the breadth of solutions we jointly bring to market.”

“This is indeed a wonderful accolade! Winning the award for the second year in a row is a testament to our distribution leadership. I attribute a large part of the success to our understanding of the complexities of solution-selling as opposed to the typical transactional dealings. We also share the same ideals and principles as Dell Technologies, such as our team spirit and winning culture. We thank Dell for this recognition and reiterate our continued commitment to maintaining a long-standing, mutually beneficial relationship.” Philippe Jarre, CEO at Mindware commented.

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R&M is a top tier solution provider in the structured cabling industry and in data center, LAN and telecom verticals. The company’s portfolio is based on well-established Swiss quality standards.

Commenting on the partnership, Mr. Nicholas Argyrides, General Manager – Gulf at Mindware said, “R&M is a leading global cabling and connectivity solution provider and the company’s diversified and high-quality solutions perfectly complement Mindware’s portfolio. We are confident that Mindware’s wide market coverage through our reseller network, well-established supply chain system, and long-standing experience in distribution strategies are key to supporting the growth strategy of R&M in the region.”

“Serving the channel for more than three decades, Mindware today enjoys a top position in the enterprise software and hardware distribution in the Middle East. We hope that this is the beginning of a long term, mutually beneficial partnership that will fuel the growth of R&M and Mindware in the region,” concluded Mr. Nabil Khalil, Executive Vice President, Middle East, Turkey and Africa at R&M.

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Naji Kazak, Regional GM for Kodak Alaris IM, mentioned, “We are thrilled to have Mindware as our distribution partner in the MENA and Pakistan region. The demand in the region for document imaging and information capture solutions is massive across several verticals. This is what prompted the partnership between Kodak Alaris IM and Mindware. Our partnership is built on complete understanding and alignment with the Alaris IN2 Ecosystem, designed to remove complexity from information capture to drive business efficiency and growth.”

Nicholas Argyrides, Chief of Sales and Marketing & Deputy GM at Mindware, explained, “What we really like about this industry vertical is that it’s all about solving problems. Undoubtedly, Kodak Alaris is one of the best of its kind in this respect – be it mailroom automation, records management, forms processing or any other type of end-to-end document workflow management.”

“The partnership with Kodak Alaris is a wonderful milestone in the organization’s history. It perfectly supplements the gap we have been noticing in the document imaging & scanning space. As we typically do at Mindware, we associate ourselves with top-notch vendors who deliver industry-leading technologies to our channel partners and their clients,” added Nicholas.

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Barracuda designs and delivers powerful yet easy-to-use security and data protection solutions. Barracuda offers solutions that help its customers address security threats, improve network performance and protect their data. Barracuda’s solutions are designed to simplify IT operations for its customers, allowing them to enhance their return on technology investment.

Chris Ross, SVP International at Barracuda Networks said, “We are excited to have Mindware as part of our distribution channel, and to gain access to their extensive breadth of channel partners within the META region. The relationship will enable us to expand our distribution and reseller channel, and bring our solutions to more customers in region, who are looking to protect their networks, applications and data.”

Nicholas Argyrides, Chief of Sales & Deputy General Manager, at Mindware said, “Barracuda Networks seamlessly fits in with the rest of our product offerings range and we are delighted that this business collaboration is now in place! The combination of Mindware’s focus on the security vertical across our regional distribution network’s along with Barracuda Networks’ top-class solutions will enable our channel partner community to expand their reach into more projects and into more end-clients, Cloud security, especially in the SME and SMB space. Presently, our collective priority is to work hand-in-hand to train, qualify, and eventually develop our partners’ security capabilities, eventually facilitating an increase in their customer opportunities.”

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Nicholas Argyrides, Chief of Sales and Marketing & Deputy General Manager at Mindware discusses the market trends, the distributor’s pillars of focus as well as value differentiation offered to partners

Discuss Mindware’s focus around different product and solution segments in terms of its distribution portfolio

Mindware’s solutions are mostly focused on the value segment. Having said that, we do carry a number of traditional volume products including PCs which brings a healthy balance in terms of our overall portfolio.

The fact is we, as Mindware, don’t define the model. Our customers define it and we have been always listening to them very carefully. Our stand at GITEX this year was divided into three divisions. The Volume Division with products including Dell, Microsoft, Lenovo and so on. The Networking & Security Division with products such as Symantec, Riverbed, and Juniper. The third division focuses on Infrastructure products including Eaton, Veritas, and EMC. Essentially, we have transformed our model into a customer-centric rather than product-centric one.

Discuss market outlook in general for industry and how Mindware in particular is coping with the challenges?

The main challenge of our business is, principally, to balance the channel & vendor needs in a profitable manner for the distributor. Given the rather harsh commercial climate the region is recently undergoing, such a task requires the careful handling of credit availability to the market and close alignment with both partners and suppliers. Despite sounding like a cliché, the opportunities arising from the current business environment are numerous and available to those who are bold enough to seize them.

How do you enhance your value propositions to the channel?

We help our partners in expanding their opportunities in terms of new technologies and solutions they can, in turn, offer to their customers. We execute this approach by concentrating on educating them on subjects such as vendor (product) roadmaps and new technology trends. Mindware’s new distribution structure is, frankly, ideal in executing such objectives wherein enabling and supporting our channel partners is of a top priority.

Discuss territories covered and overseen from the Dubai office?Mindware is headquartered in Dubai, UAE with full-fledged and sales rep offices in Saudi Arabia, Qatar, Kuwait, Lebanon, Jordan, Morocco, Egypt, and Pakistan. We, of course, cover the whole Middle East with more than 2,500 active customers across the region.

How have different markets in the region fared over the year?

The economic and political climate in the region has not been very positive recently – this is a fact for everyone to admit. Some have been doing better than the others. Business in Saudi Arabia has been extensively affected. Egypt, with its unpredictable currency fluctuations, has been a serious challenge for our channel partners. Mindware’s strategy is to consciously engage within the channel and continually gain market share from competitors with minimum possible credit risk.

Discuss any new vendor tie-ups

We are always working on both horizontal expansion (based on geography) and vertical expansion (based on technologies/vendor portfolio). Projects such as a Cloud Marketplace and Client Services are also running in parallel. It is worth noting here that the recent weak business climate in the region has been contributing into the surfacing some significant commercial opportunities and, at Mindware, we certainly have our radars focused on a number of such prospects.

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Mindware, active in the region since opening its Dubai HQ in 1991, will be responsible for the distribution of Eaton’s Power Infrastructure Solutions, including virtualisation-ready uninterruptible power supplies (UPS), rack mountable power distribution units (ePDU®), and Intelligent Power® Manager (IPM) software.

“This partnership represents a significant development for Eaton in our channel strategy,” commented Karim Refas, Regional Channel Manager, Eaton Middle East. “We are confident that Mindware’s access to distribution networks across the GCC, together with Eaton’s range of Power Management Solutions, the partnership brings a strong proposition to the market.”

“We are delighted to team up with Eaton, one of the most reputable names in the power management arena,” commented Nicholas Argyrides, Chief of Sales and Marketing and Deputy General Manager, Mindware. “Always keeping in mind our channel partners’ needs and requirements, we feel that the Eaton line of products further complements Mindware’s existing infrastructure solutions portfolio. We are looking forward to a fruitful partnership.”

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Argyrides previously served as the General Manager of Logicom Dubai until 2010 and as the Managing Director of EMPA Middle East, before returning back to Logicom as the Group Director of Sales & Marketing in 2013. His professional career experience mostly revolves around IT distribution across the Middle East and South Eastern Europe.

Having joined Mindware at a very crucial time, Argyrides believes that the Company’s main challenge is balancing the channel and vendor requirements in a profitable manner for the distributor. “Given the rather harsh commercial climate the region is recently undergoing, such task requires the careful handling of credit availability to the market and the close alignment with both partners and suppliers,” he said. “I am confident that, with the help of the Mindware team, I will be able to contribute my part to the future accomplishments of this fine organization.”

Regarding the distributor’s 2017 development plans, Argyrides hinted towards both the horizontal (based on geography) and vertical (based on technologies/vendor portfolio) expansion of Mindware along with projects such as a Cloud Marketplace and Client Services also running in parallel. “It is worth noting here that the recent grim business climate in the region has been, definitely, contributing to the surfacing some significant commercial opportunities and, at Mindware, we certainly have our radars focused on a number of such prospects”, he added.

Looking ahead to the future – particularly as GITEX 2016 is just around the corner – the distributor is keen to display the new, redesigned Mindware that’s tailored to focus on solution-based selling while remaining lean and agile, thus catering for its more traditional channel business.

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