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VAR MEA Magazine - VAR Arabia
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2011-15- 15 | 6In Focus
How has the year been so far in
terms of sales and growth?
It has been a fantastic year so far, in
which we are growing much faster
than the market growth and
inventory is under control. This was
possible only by growing in each and
every product category that we deal
with. We are currently the only
broadline distributer that sells
Systems, Peripherals, Components
and Value added products in KSA.
Discuss some of the major initiatives
from your team in the current year?
Our focus during this year was to
rationalize the business while
growing sales, in which we have
added new products, increased our
market share in some products, and
also we reduced our share and even stopped dealing in
some products where it was not making sense for us. This
house keeping exercise has helped us to grow sales,
control inventory and strengthened our differentiating
factor of being a broad line distributer as we were able to
build a portfolio of products within each product
category.
Which have been the product lines that have given the
stronger performances this year?
In Systems it is Toshiba and HP PSG, in Peripherals its HP
IPG (Hardware and Supplies) and in Components it is
WD.
Discuss your plans to increase or enhance your reach into
the smaller markets beyond the big cities?
For 2011 we don’t have such plans, we are depending on
strong partners to cover the remote areas. Our focus this
year is to cover the main cities fully and we are executing
according to plan.
What are the challenges that you foresee in the market
still?
The expectations from this market is too high, where
some vendors are still forecasting more than the market
capacity and that’s putting a lot of pressure on the whole
supply chain. Moreover, the inefficiency in the rotating the
working capital was and still a challenge in this market.
How strong is the retail spend in the market on IT? Do
you see consumer segment continue to show a steady
growth?
The high individual purchasing power, the captive
consumption, the youth population and the technology
savvy lifestyle of the Saudis are all positive factors that
make the positive growth certain. The demand may shift
between products or brands, and here is the role of a
distributer to be able to read the market trends to be able
to supply the right products at the right price and right
time.
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2011
Interactive Intelligence, a global provider of
unified IP business communications
solutions, and Malaz Technology, a provider
of converged information and communica-
tions technology solutions in KSA have
signed a reseller agreement.
Malaz Technology will offer customers in the
Kingdom the Interactive Intelligence
solutions for contact center automation,
enterprise IP telephony, and business process
automation. Malaz Technology will provide
consulting, implementation, support, and
custom development for the Interactive
Intelligence solutions.
“Malaz Technology is a leading systems
integrator and has been at the forefront of
implementing these technologies within
government and private sector enterprises.
We intend to penetrate the Saudi market by
leveraging Malaz Technology’s knowledge of
the local market, technical expertise and
strong customer base”, said Abdul Nasser
Bangcola, country manager for Interactive
Intelligence.
Interactive Intelligence has developed an
open, single-platform, all-in-one IP commu-
nications software suite designed to deliver
comprehensive multichannel applications
minus the cost and complexity introduced by
multipoint products. Its products can be
delivered on-premise or via a hosted model.
“We are excited to be partnering with Interac-
tive Intelligence. The global evolution of
technology is moving towards software
solutions and Interactive’s technology is
perfectly in line with this. The technology is
a simplified, cost-effective, software based,
fully integrated platform with a single point
of administration”, said Mr. Mohammad
Munir Almulki, MD, Malaz Technology.
Robust growth Redington Arabia
Redington Arabia has created the reputation of
being one of the leading distributors in the
Kingdom and has built its success on staying
focused. Rawad Ayash, GM at Redington Arabia
speaks exclusively to VAR Magazine.
Interactive Intelligenceand Malaz Technologypartner forSaudi Arabia
News
" "" "" ""
Rawad AyashGM, Redington Arabia