As we close out another remarkable year in the channel ecosystem, it’s time
to reflect on the trends that are reshaping our industry and ask ourselves a
daring question: Are we ready to embrace radical change? The relentless pace
of advancements in AI, cloud computing, and the growing imperatives for
sustainability and security have not only transformed technology but also
challenged our ways of thinking.

As technology moves forward at lightning speed, staying ahead isn’t just about
embracing innovation—it’s about strategic foresight, collaboration, and adaptability.
In this edition, we’re excited to take you on a journey through the key developments
shaping our tech world, from AI breakthroughs to the latest in cybersecurity, and
how channel partners are playing a vital role in building the digital future.
In our cover story, Shahnawaz Siddiqui of Allied Telesis offers a fascinating look
at how converged network solutions are powering the smart buildings of tomorrow.
We also feature the inspiring stories of Kinda Baydoun from Veeam, who shares her
experiences navigating the dynamic channel landscape, and Mario Veljovic from
VAD Technologies, who reflects on his journey through the channel ecosystem,
offering practical wisdom for the next generation of leaders.

In an era marked by relentless cyber threats and rapid technological advancements, staying
ahead requires not just resilience, but also a proactive approach to emerging trends and
challenges. Exploring the forefront of cybersecurity, AI, and the evolving landscape of channel
innovation reveals the necessity of preparedness and forward-thinking strategies. The modern
technological environment demands continuous adaptation and the anticipation of future
developments to maintain security and drive progress.
Explore Sanjeev Walia’s comprehensive blueprint for cyber resilience, emphasising
the importance of preparedness in an ever-evolving digital environment. His insights
into navigating cyber threats and developing innovative solutions underscore the need
for businesses to bolster their defences and predict future cybersecurity trends. Walia’s
perspective serves as a call to arms for organisations to enhance their security measures and
stay ahead of emerging threats.

In the realm of technology and distribution, leaders relentlessly seek success. They tackle
obstacles head-on, pioneer innovation, and set a high-performance standard, thus shaping the
channel industry’s trajectory. Their steadfastness and visionary approach shine through amid
the ever-changing landscapes of technology and partnerships.

In the pursuit of success, leaders in the technology and distribution landscape navigate
challenges, drive innovation, and exemplify excellence, shaping the future of the channel
industry. As we traverse the dynamic landscapes of technology and partnerships, the resilience
and foresight of these leaders become evident. In this edition, we turn the spotlight on the
exceptional leaders steering the course of the channel industry.
Our featured articles highlight the insights and experiences of channel pioneers who have left
an indelible mark on the industry. Discover the invaluable lessons shared by luminaries such
as Kamran Khayal from Trigon, Philippe Jarre from Mindware, Steve Lockie from TechBridge
Distribution and Sanjeev Walia from Spire Solutions. Their stories serve as beacons of
inspiration for those charting a course in the ever-evolving realms of IT and cybersecurity.
Additionally, in this edition’s cover story, we have featured Mo Mobasseri, who delves
into the dynamic landscape of strategic partnerships that have been pivotal in shaping emt
Distribution’s trajectory. We have unveiled the strategic vision and innovative spirit that propels
emt Distribution into new frontiers of success. This is a story of leadership, collaboration, and a
relentless pursuit of excellence – an essential read for industry enthusiasts charting their paths
in the ever-evolving world of technology and distribution.

AI in channel transformation is not mere hype; it’s a tangible reality reshaping how businesses
operate and engage with customers. With the launch of ChatGPT in November 2022, generative AI
has entered a phase of immense potential. It’s poised to revolutionise enterprise operations, enabling
competitiveness and effective risk mitigation. Valuable applications for generative AI are emerging
across industries, creating a transformative ripple effect. AI-driven technologies streamline processes,
optimise workflows, and enable personalised customer interactions.
While there’s excitement and high expectations surrounding AI, its transformative potential is
undeniable. It’s a vital component of any forward-thinking channel strategy. Players in the channel
sector need to align their strategies with AI’s potential. They can harness its capabilities to boost
operational efficiency, create personalised user experiences, and explore profitable opportunities,
especially in domains like AIOps, chatbots, predictive analytics, workflow streamlining, and
cybersecurity. Gain insights from industry leaders to understand AI’s significance in reshaping the
channel industry.

Economic instability will persist for the foreseeable future, and its implications on organizations
will vary. However, the IT industry is highly resilient and has demonstrated the ability to bounce
back from economic downturns in the past. Companies that effectively adapt to changing market
conditions, manage risks, and prioritize long-term sustainability are more likely to withstand
economic instability and thrive in the industry.

After navigating through the hardships of the pandemic, the tumultuous times
businesses face now impact the channel as well. The prominent discussion points
currently are facing the economic challenges in today’s uncertain market and
preparing for the future. The processes have become inherently complex, and the
business approach has changed. The growth game has completely changed. Partners
must increase their technical capability level, focus and match customer needs, and
ensure the ecosystem’s profitability. Customers are looking for tailored solutions
to meet their business needs. The channel must remember that it has faced similar
challenges before, and through challenges come opportunities. Partners can continue
to build profitability by understanding customers’ challenges because of the global
economic environment and then provide value through support. As the partners
evolve to support their customers better, they want a more predictable return on
investment (ROI), building solutions, specializations, and relationships. It might seem
overly optimistic to say that today’s dynamic market can present opportunities for
profitability, but customers need expert advice from the channel now more than ever.
In this edition, we have fantastic tips from our channel thought leaders to understand
better the key factors that drive partner growth and profitability.

At dusk of 2022, it is time to reflect and analyse the achievements and learnings
and look forward to planning for the year ahead. According to the latest forecast by
Gartner, worldwide IT spending is projected to total $4.6 trillion in 2023, an increase
of 5.1% from 2022. Moreover, the research firm says the demand for IT in 2023 is
expected to be bullish as enterprises accelerate their digital business initiatives in
response to economic turmoil. In this edition, we’ve explored the trending technology
initiatives this year and the predictions for the next year.

GITEX is back as the world’s largest tech event, featuring more than 4000 exhibitors.
This year, the event spotlights some of the hottest tech trends in our industry –
cybersecurity, artificial intelligence, blockchain, and 5G. Other than opportunities to
forge business relationships, GITEX is a perfect platform for the channel community
to explore and stay abreast of the latest developments and new technologies. All the
major distributors will be at the event, showcasing the brands, and nowhere else will
give you so many opportunities to learn about your industry.

This year we all can agree that the usual summer-induced business sluggishness
has not happened. On the contrary, it has been the opposite of slowing down – the
economy is thriving, and everyone’s calendar is full of meetings and events, with no
time to spare.
According to World Bank, the UAE’s economic growth will accelerate this year
compared to 2021, growing at 4.6 percent in 2022 against 2.6 percent in 2021. The
country is expected to benefit from higher oil prices and a strong rebound in the nonoil
sector. All these non-oil sectors, mainly hospitality, retail, and healthcare, are on
a hyper-digital drive to keep up the pace of growth, operate seamlessly, and deliver
exceptional customer experiences. An IDC forecast reports that annual spending on
digital transformation across the Middle East, Turkey, and Africa is set to top $58
billion by 2025. This is great news for regional channel partners.

On behalf of Insight Media and Publishing, I am thrilled to introduce the debut issue of Channel Insights Middle East. We aim to be the region’s premier publication for everything related to the ever-dynamic partner business.
We strongly believe there is a gap in the market when it comes to quality content, actionable insights that can help define future operations, and true innovation on how market developments are reported about the ICT channel sector. Channel Insights Middle East will provide decision-makers with a revolving view of the increasingly digital landscape and offer perspectives on how regional partners can optimally leverage the new age’s opportunities.

Channel Insights Middle East  Cover - Issue 12 Edition

Issue 12

Channel Insights Middle East  - Issue 12

Channel Insights Middle East  Cover - Issue 11 Edition

Issue 11

Channel Insights Middle East  - Issue 11

Channel Insights Middle East  Cover - Issue 10 Edition

Issue 10

Channel Insights Middle East  - Issue 10

Channel Insights Middle East  Cover - Issue 09 Edition

Issue 09

Channel Insights Middle East  - Issue 09

Channel Insights Middle East  Cover - Issue 08 Edition

Issue 08

Channel Insights Middle East  - Issue 08

Channel Insights Middle East  Cover - Issue 07 Edition

Issue 07

Channel Insights Middle East  - Issue 07

Channel Insights Middle East  Cover - Issue 06 Edition

Issue 06

Channel Insights Middle East  - Issue 06

Channel Insights Middle East  Cover - Issue 05 Edition

Issue 05

Channel Insights Middle East  - Issue 05

Channel Insights Middle East  Cover - Issue 04 Edition

Issue 04

Channel Insights Middle East  - Issue 04

Channel Insights Middle East  Cover - Issue 03 2022 Edition

Issue 03 2022

Channel Insights Middle East  - Issue 03 2022

Channel Insights Middle East  Cover - Issue 02 2022 Edition

Issue 02 2022

Channel Insights Middle East  - Issue 02 2022

Channel Insights Middle East  Cover - Issue 01 2022 Edition

Issue 01 2022

Channel Insights Middle East  - Issue 01 2022

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Channel Insights Middle East - Issue 12

Channel Insights Middle East - Issue 12

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