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MEET THE CHANNEL POWERPLAYERS
Ruchika Sharma contributing editor, Channel Insights Middle East
Published by
While
In every industry, there are those who go beyond following trends —they create them. These are the individuals who challenge convention, lead with intention, and inspire everyone around them to reimagine what’s possible. They are the voices that shake up the status quo—and in doing so, set a new standard for what leadership in the channel truly looks like.
PowerPlayers 2025 is our tribute to 30 such individuals—visionaries, leaders, and gamechangers—who are redefining the channel landscape across the region. These leaders are architecting smarter ecosystems, driving strategic partnerships, and pushing the boundaries of what technology can enable. Whether they’re leading transformation, fostering innovation, or championing partner-first strategies, each name on this list has made an undeniable impact.
From seasoned veterans to dynamic disruptors, this group reflects the diverse strengths and experiences that make the channel community so powerful.
What sets them apart isn’t just influence—it’s strategic intent and vision. It’s a growth-oriented leadership approach, focused on identifying smarter paths to value, even amid disruption, shifting market dynamics, and increasing complexity.
Each individual on this list has made a measurable impact—not just within their own organisations, but across partner networks, technology alliances, and customer communities. As you flip through these pages, we hope you’ll gain valuable perspectives and be inspired by the journeys and insights shared.
To every PowerPlayer featured, we thank you for your leadership, your boldness, and your unwavering commitment to the channel.
Here’s to those who lead by example. Here’s to the PowerPlayers!
* The following list is presented in alphabetical order. No ranking is implied or intended.
Managing Editor
Adelle Geronimo adelleg@insightmediame.com +97156 - 4847568
Production Head James Tharian jamest@insightmediame.com +97156 - 4945966
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Operations Director Rajeesh Nair rajeeshm@insightmediame.com +97155 - 9383094
Designer Anup Sathyan
DR ALI BAGHDADI, INGRAM MICRO META
RENTON D’SOUZA, COMSTOR MEA
PHILIPPE JARRE, MINDWARE
NIDAL OTHMAN, STARLINK
VISWANATH PALLASENA, REDINGTON MEA
HESHAM TANTAWI, ASBIS MIDDLE EAST
POWER PERSPECTIVES
SUCCESS LIES IN SPOTTING INNOVATION EARLY, BUILDING TRUST, AND DELIVERING REAL-WORLD VALUE WITH EVERY PARTNERSHIP.
EMPOWER YOUR TEAM, FOCUS ON OVERLOOKED OPPORTUNITIES, AND BUILD TRUST—SUCCESS FOLLOWS THOSE WHO LEAD WITH PURPOSE AND PRECISION.
REAL SUCCESS LIES IN BUILDING A CULTURE OF CREATIVITY, ADAPTING FAST, AND BECOMING A TRUSTED ADVISOR—NOT JUST A TECHNOLOGY
STAY CURIOUS, BUILD TRUST, AND LEAD WITH VALUE.”
Founder and President, Spire Solutions
CEO, emt
General Manager, ITQAN
Managing Director, Luckystar Computers
SANJEEV WALIA
MO MOBASSERI
AL JABI
K.U. SHANKRI
STAND OUT BY GOING BEYOND SOLUTIONS—BECOME A TRUSTED ADVISOR WHO DELIVERS VALUE, BUILDS RESILIENCE, AND DRIVES REAL TRANSFORMATION.
TRUE CHANNEL SUCCESS LIES IN GROWING AND WINNING TOGETHER—BY BUILDING TRUST, STAYING RELEVANT, AND DELIVERING FLEXIBLE, CUSTOMER-FOCUSED SOLUTIONS.
SUCCESS IN THE CHANNEL COMES FROM LOCAL FOCUS, PERSONALISED SOLUTIONS, AND STRONG VENDOR COLLABORATION—INNOVATION STARTS WITH UNDERSTANDING REAL NEEDS.
FOCUS ON SPECIALISATION, STAY CUSTOMER-CENTRIC, AND BUILD STRONG ALLIANCES TO LEAD WITH IMPACT.
Partner Development Director, Huawei Enterprise Business Group, Middle East and Central Asia
CEO, Visiontech Systems International
Founder & Managing Director, Syscom Distributions
EMEA Channel Sales Director, Trellix
GANGA BK
FERAS AL JABI
General Manager, ITQAN
ITQAN is an independent technology and services provider trusted by top corporate and public sector organisations. With a commitment to responsible business practices, ITQAN fosters a collaborative environment focused on empowering clients to source, transform, and manage their technology infrastructure. This approach drives impactful digital transformation, enabling both individual and organisational growth.
At the helm is a results-driven leader, Feras Al Jabi, General Manager of ITQAN, with a proven record of consistent performance across varied stakeholder needs. Backed by deep industry expertise and a doctorate focused on cloud computing’s impact on digital transformation in the UAE public sector, he combines strategic vision with strong execution capabilities. Leading three distinct companies, he manages the interplay
HAMID ANSARI
Managing Director, Syscom Distributions
Hamid Ansari,
Founder and Managing Director of Syscom
Distributions, has been the driving force behind the company’s remarkable journey since its inception in 2013. Under his leadership, Syscom has grown into a globally expanding IT consultancy and system integration firm, operating in nine countries across the MENA region. The company specialises in delivering
between clients, strategic partners, and staff—an inherently challenging task that becomes highly rewarding when these stakeholders align to deliver real impact.
In today’s dynamic market, channel partners face both exciting opportunities and complex challenges. From managing multiple vendor relationships and intricate pricing models to delivering more with fewer resources, success requires agility, efficiency, and constant innovation. He recommends that partners must stay ahead of rapid technological changes while addressing diverse client needs.
According to him, going forward, the channel will be shaped by technologies like cloud and edge computing, AI, machine learning, cybersecurity, automation, and data analytics. Yet, technology alone won’t be enough—true innovation will come from partners who build a culture of internal creativity and proactive adaptation. So, to lead in the regional market, channel partners must go beyond transactions. Specialisation, local engagement, outstanding support, and managed services will set them apart, helping them become trusted advisors in the digital era.
comprehensive IT solutions, integrating cutting-edge technologies, and offering expert consulting services that enable businesses to build scalable and robust IT infrastructures.
Ansari brings a strategic mindset, entrepreneurial vision, and deep industry expertise to his role. His leadership has been pivotal in expanding Syscom’s footprint through strong business development, innovation, and the cultivation of key partnerships. Known for his ability to build high-performing teams, navigate complex challenges, and identify market opportunities, he ensures Syscom remains at the forefront of technological advancement.
For Ansari, the most rewarding part of his role is witnessing the company’s impact and growth
across regions. He finds great fulfillment in building strategic partnerships, mentoring teams, and creating new market opportunities.
Channel partners, he notes, face a dynamic environment rich with opportunity yet fraught with challenges. While digital transformation, AI, and cybersecurity open new revenue streams, partners must combat intense competition, shifting customer demands, and slim profit margins. The future of the channel lies in cloud adoption, AI integration, and cybersecurity innovation. To stand out, Ansari advises partners to focus on specialisation, customercentricity, innovation, and strong ecosystem alliances to position themselves as trusted advisors and market leaders.
ALAA BAWAB
General Manager, Lenovo ISG META
Alaa Bawab, General Manager of Lenovo Infrastructure Solutions Group (ISG) in the Middle East, Turkey, and Africa, leads the company’s infrastructure business across a diverse region. Lenovo’s business model spans the Intelligent Devices Group, Infrastructure Solutions Group, and Solutions & Services Group, with a clear focus on innovation, accessibility, and sustainability. Strategic initiatives like “Smarter Technology for All” and “Smarter AI for All” are central to the company’s mission of making advanced technologies, including AI, widely accessible. With over 29 years of experience at leading tech firms like Huawei, HP, and Cisco, Bawab brings strategic vision, executional strength, and a passion for building strong customer and partner relationships. His teamoriented leadership and focus on delivering end-to-end solutions have been key to Lenovo’s growth in the region.
Bawab finds it rewarding to see Lenovo’s solutions positively impact communities and businesses across the region. The challenge lies in navigating the diversity of the market while maintaining service consistency and driving innovation.
He sees tremendous opportunities for channel partners through AI, digital transformation, and strategic collaborations. Yet, partners must overcome communication gaps, fragmented engagement, and resource constraints by adopting omnichannel strategies, leveraging smart tools, and investing in enablement.
Technologies like AI, ML, edge computing, cloud, IoT, and advanced cybersecurity will shape the future of the channel. Bawab believes partners who personalise customer engagement, invest in innovation, and align closely with market needs will stand out and lead in the competitive regional landscape.
DR ALI BAGHDADI
Senior
Vice President and Chief Country Executive, Ingram Micro META
Dr Ali Baghdadi, Senior Vice President and Chief Country Executive for Ingram Micro META, has spent decades at the forefront of the IT and channel industry, witnessing its evolution firsthand. Starting as a computer scientist, his journey into the distribution business began by building his own company, Aptec, in 1980. Over time, it grew into a regional powerhouse and eventually became part of Ingram Micro in 2012. Today, under his leadership, Ingram Micro operates across 14 locations in the Middle East and continues to redefine value-added distribution.
Dr Baghdadi believes that the channel has moved far beyond traditional hardware fulfilment to a space driven by partnerships, innovation, and strategic enablement. Value-added distributors today are expected to offer more than products—they must empower partners with technical expertise, financial support, and service capabilities. AI and cybersecurity, in particular, are reshaping the channel landscape. Ingram Micro’s AI-powered Xvantage platform and cybersecurity tools like Eyesight are examples of how the company is enabling partners to thrive in an increasingly digital and threat-prone world.
He also acknowledges the challenges partners face, ranging from finance and training to navigating regulatory frameworks. By investing in education, certifications, and university collaborations, Ingram Micro is addressing the growing skills gap in the META region.
For Dr Baghdadi, the future lies in nurturing startups, supporting digital transformation, and strengthening cybersecurity. His message to the channel is clear: embrace innovation, focus on value, support your customers, and stay committed to excellence in a maturing and competitive market.
AT INGRAM MICRO, OUR MISSION IS TO EMPOWER PARTNERS WITH THE RIGHT TECHNOLOGY, TOOLS, AND TRAINING SO THEY CAN LEAD IN A FAST-CHANGING DIGITAL WORLD
GANGAMMA KUTTAPPA BIDDATTANDA (GANGA BK)
Partner Development Director, Huawei Enterprise Business Group ME & CA
Gangamma Kuttappa Biddattanda (Ganga BK), Partner Development Director at Huawei Enterprise Business Group for the Middle East and Central Asia, plays a pivotal role in driving regional revenue growth. Her responsibilities include managing key distributor relationships, leading impactful marketing initiatives, and aligning strategic business goals with senior executives to achieve ambitious targets across diverse markets.
With a strong foundation in strategic leadership and channel development, Ganga brings valuable expertise in building relationships with C-level executives, negotiating partnerships, and designing marketing programs that
boost brand awareness and growth. She is also deeply committed to mentorship and continuous skill development, which strengthens team performance and business outcomes.
What Ganga finds most rewarding is fostering strategic partnerships, entering new markets, growing revenue, and guiding her team’s success. At the same time, she acknowledges the challenges of managing local market complexities, balancing multiple stakeholder expectations, and maintaining consistent execution across the region’s varied landscape.
She notes that channel partners have great opportunities to expand customer
MOHAMAD
BITAR
Regional Alliances Manager –META, CrowdStrike
Mohamad Bitar, Regional Alliances Manager at CrowdStrike for the META region, oversees relationships with resellers, distributors, and technology partners, playing a vital role in the company’s 100 per cent channeldriven business model. His focus is on empowering partners to deliver worldclass cybersecurity solutions that effectively stop breaches. With 18 years of channel experience, Bitar blends technical knowledge with strategic insight. He excels at building impactful partnerships, enabling partners, and driving joint go-to-market strategies to accelerate growth and customer success.
reach and product diversity. However, they must contend with intense competition, tight pricing margins, and evolving technology demands while sustaining profitability.
Looking ahead, Ganga sees AI and ML as game-changers for generating smarter insights while cloud computing continues to push subscription-based models. The rise of IoT and 5G will also unlock new possibilities for connectivity and speed, urging partners to embrace innovation.
To lead in the regional market, Ganga believes partners must focus on localised needs, offer personalised solutions, adopt emerging technologies, and maintain close collaboration with vendors to stay competitive and relevant.
He finds it deeply rewarding to witness the channel community unite around the shared mission of protecting customers. However, he acknowledges the challenge of addressing varying cybersecurity maturity levels and keeping partners equipped in a rapidly evolving threat landscape.
As cybersecurity becomes essential for all organisations, Bitar highlights that channel partners have significant opportunities to grow. Yet, they must stay ahead of complex threats, maintain expertise, and differentiate themselves in a competitive market.
Looking to the future, he sees AI-driven cybersecurity,
cloud-native platforms, and digital transformation as key drivers reshaping the channel landscape. These technologies create new avenues for managed services, where expert partners can guide customers through increasingly complex security environments.
To lead in the regional market, Bitar believes partners must invest in technical capabilities, build strong alliances, and align closely with trusted vendors. The strength of the community, especially during critical times, proves how collaboration can build resilience and long-term success.
LUCA BRANDI
EMEA Channel Sales Director, Trellix
Luca Brandi, EMEA Channel Sales Director at Trellix, leads the company’s regional go-tomarket strategies across its diverse partner ecosystem, including distributors, resellers, xSPs, systems integrators, and cloud (SaaS) providers. With a career spanning leading vendors like Symantec and FireEye, Brandi brings a wealth of experience and a deep understanding of the channel landscape.
Known for his positive leadership and collaborative approach, Brandi is passionate about empowering partners by aligning closely with their goals. His strategy centres on mutual relevance—ensuring that Trellix remains a strategic and valuable partner. This mindset fosters long-term, impactful relationships that drive joint success and market growth.
What Brandi finds most rewarding is building strong, enduring partnerships and helping them reach new
ALIASGAR DOHADWALA
CEO, Visiontech Systems International
Visiontech operates on a customercentric model, emphasising strategic partnerships and a solutions-first approach to help businesses scale securely and efficiently. Aliasgar Dohadwala, CEO, Visiontech Systems International, leads a team dedicated to delivering advanced IT, cybersecurity, and digital transformation solutions. His leadership is driven by
milestones. While relationshipbuilding can be challenging, it opens the door for innovation, stronger offerings, and shared achievements. For him, success is about growing and winning together.
Channel partners today face both immense opportunities and growing challenges. The surge in cyber threats, hybrid work environments, regulatory pressures like GDPR, and a lack of in-house expertise—particularly among SMEs— have increased the need for advanced, managed security solutions. This creates space for MSSPs and specialised providers to shine.
To lead in the Middle East, partners must offer tailored MSSP services, embrace AI and compliance expertise, and build trusted vendor relationships—all while delivering flexible solutions that earn long-term customer trust.
strategic vision, deep industry expertise, and a commitment to fostering innovation. With strengths in building highperformance teams and forming key partnerships, he ensures that Visiontech remains at the forefront of technology adoption and customer excellence. While the most rewarding aspect of his role is enabling business transformation through technology, the challenge lies in keeping pace with rapid technological shifts and evolving cyber threats, ensuring Visiontech continues to be a trusted industry leader.
The channel market presents significant opportunities in cloud transformation, cybersecurity, and AI-driven solutions. Businesses increasingly rely on trusted partners to navigate these areas. However, channel partners
must also contend with rising competition, evolving customer expectations, and the challenge of keeping up with the fast-changing technology landscape. Looking ahead, AI-driven security, edge computing, multi-cloud strategies, and Everything-as-a-Service (XaaS) will redefine the channel market. Partners who embrace automation, predictive analytics, and hyper-personalised solutions will be well-positioned for success. His advice to the channel partners to stand out is that they must go beyond selling solutions and act as trusted advisors. By delivering tailored, value-driven offerings, investing in expertise, and fostering innovation, they can strengthen customer relationships, enhance cybersecurity resilience, and drive long-term strategic growth in the regional market.
RENTON D’SOUZA
Vice President, Comstor MEA
Comstor is a Cisco-dedicated distributor globally, with a singular focus on Cisco products and solutions.
Renton D’Souza, Vice President of Comstor MEA, leads the company’s operations in the Middle East and Africa. His role is to align Comstor’s strategies with Cisco’s global and regional priorities, ensuring the company is well-invested in advancing their shared goals.
With nearly three decades in the IT industry, including 20 years in the MEA region, D’Souza brings extensive experience and a deep understanding of the local channel landscape. He is skilled at navigating regional market dynamics, vendor aspirations, and successfully driving business in a complex environment.
D’Souza finds IT distribution both rewarding and challenging.
The fast-paced nature of the role keeps him on his toes as he works
through geopolitical challenges, drives investments into highgrowth areas, and aligns channel priorities with those of Cisco.
Channel partners face numerous opportunities and challenges in the ever-evolving market. Technological disruptions such as cloud and AI are changing consumption models, and the channel must adapt to stay ahead. By investing wisely in the right skills and infrastructure, partners can capitalise on profitable growth opportunities.
The future of the channel market will be shaped by security, AI, and cloud technologies. Partners must stay up-to-date on emerging use cases and develop strategies to drive market adoption. To stand out, D’Souza advises partners to focus on profitability, maintain a mix of niche and commoditised solutions, and invest in managed services, lifecycle practices, and recurring software revenue.
IT DISTRIBUTION IS NEVER BORING – FROM NAVIGATING GEOPOLITICAL CHALLENGES TO ALIGNING CHANNEL PRIORITIES WITH VENDORS, THIS ROLE KEEPS ME ON MY TOES EVERY DAY
OSSAMA ELDEEB
Regional Director, Partner Organisation, Cisco Middle East, Africa, Türkiye, Romania & CIS
Ossama Eldeeb, Regional Director of the Partner Organisation at Cisco for the Middle East, Africa, Türkiye, Romania, and CIS, leads one of the most critical aspects of Cisco’s global business—its partner ecosystem, which drives around 90 per cent of the company’s total revenue. His role focuses on empowering Cisco’s diverse network of partners to scale and succeed through one of the most transformative periods in technology.
With 25 years of experience managing partners across leading IT vendors, Eldeeb brings a wealth of knowledge spanning software, hardware, retail, global system integrators, and hyperscalers. His geographical expertise includes the Middle East, Africa, and Southern Europe, giving him a well-rounded perspective on regional dynamics and partner growth strategies.
Eldeeb finds it both challenging and rewarding to guide his team and partners through constant change. Cisco’s partner organisation is focused on co-developing and co-delivering innovative solutions that meet the evolving needs of customers. This collaborative approach ensures they stay relevant and competitive in a rapidly shifting digital landscape.
The channel faces a mix of opportunities and challenges, especially as AI and hybrid work reshape how businesses operate. While large partners may struggle with agility, smaller partners
often lack the reach—making the right balance crucial. As with the cloud transformation years ago, AI is now the defining shift of this generation.
To lead in this evolving market, Eldeeb believes partners must differentiate through innovation, adaptability, and deep customer understanding. Success today lies not in legacy wins but in delivering sustained value, tailored solutions, and staying ahead of technological disruption.
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AHMED EL-SAYED
Channel ManagerMiddle East and Africa, HPE Aruba networking
As Regional Channel Manager for MEA at HPE Aruba Networking, Ahmed El-Sayed plays a pivotal role in supporting and growing the company’s partner ecosystem. HPE follows a customer-first, partner-centric business model, delivering edge-to-cloud solutions that drive mutual growth. With Aruba now integrated into HPE’s Global Sales organisation, the unified approach simplifies engagement for partners while maintaining Aruba’s specialised networking focus.
El-Sayed brings over two decades of experience spanning engineering, sales, and channel management. His strengths lie in relationshipbuilding, technical know-how, and an ability to adapt
JUST A FEW MONTHS AGO, THE HPE ARUBA NETWORKING CHANNEL TEAM WAS INTEGRATED INTO THE GLOBAL SALES ORGANISATION, STRENGTHENING OUR PARTNER STRATEGY AS WE LEVERAGE OUR SIMILARITIES
quickly to market dynamics—critical skills in the rapidly evolving IT landscape.
For El-Sayed, the most rewarding aspect is working closely with passionate colleagues and empowering partners to overcome customer challenges through strategic collaboration. The diversity of the channel ecosystem in the MEA region also presents exciting opportunities for innovation and growth.
He notes that customers today demand adaptable, secure, and scalable solutions, with challenges arising around complexity, governance, and talent. Channel partners who lead with business outcome-driven strategies and leverage AI-powered networking can help bridge this gap.
Looking ahead, AI-driven automation and security-first network management will shape the channel market. These technologies enable smarter operations, faster threat detection, and improved performance across the edge.
To lead in the region, El-Sayed believes partners must shift focus from cost to outcomes—showing how intelligent solutions can drive business performance. Those pivoting to managed services and embracing AI-powered offerings from HPE Aruba Networking are already seeing increased relevance and revenue.
TAJ EL-KHAYAT
Vice President EMEA Partner Sales, Global & Tech Alliances. Area Vice President META, Vectra AI
Vectra AI operates through a channelcentric model, delivering real-time threat detection via AI and integrating closely with tech alliances.Taj El-Khayat serves as Vice President of EMEA Partner Sales, Global & Tech Alliances, and Area Vice President for the META region at Vectra AI. In his role, he leads the partner organisation across EMEA and drives sales strategy across MEA, focusing on enabling a robust partner ecosystem—including distributors, MSSPs, global system integrators, and cloud partners—with AIdriven threat detection solutions. El-Khayat brings a strategic mindset, deep sales expertise, and the ability to develop and execute go-to-market
ELIANE GERGES
Regional DirectorMiddle East, Dynatrace
Eliane Gerges, Regional Director – Middle East, Dynatrace, plays a pivotal role in driving growth and customer success across the region. At the heart of Dynatrace’s business model is its AI-powered observability platform, which blends automation, security, and real-time insights to help organisations accelerate digital transformation and manage complex cloud environments with precision.
Gerges brings a strong sense of curiosity and a continuous learning mindset to her role—traits that
strategies. His leadership blends a business development focus with a collaborative approach that aims for win-winwin outcomes—for the business, the partner, and the end customer.
He finds it most rewarding to see diverse partnerships thrive and deliver tangible customer value and market impact. Leading in a region as complex as EMEA presents challenges, from regulatory differences to economic variability and differing levels of cybersecurity maturity. Balancing scale with local relevance requires adaptability and precision.
Looking ahead, technologies like AI-driven threat detection, Zero Trust, XDR, and automation will define the channel’s future. Partners that evolve into strategic security advisors—offering compliance expertise, scalable MSSP capabilities, and cloud-ready security—will be best positioned for lasting success.
are essential in navigating the ever-evolving tech ecosystem. Her adaptability and commitment to staying ahead of the curve allow her to foster innovation, build lasting client relationships, and ensure organisations unlock the full potential of their technology investments.
For her, the most fulfilling part of the job is building highperforming, diverse teams where different perspectives come together to solve challenges more creatively. On the flip side, the rapid pace of technological change presents an ongoing challenge—particularly when it comes to ensuring not just adoption but meaningful impact for customers.
Gerges sees great potential for channel partners in leveraging AI-driven observability and predictive analytics to deliver enhanced business value. However, she points out that
challenges remain, especially in upskilling talent and integrating advanced technologies in ways that are practical, insightful, and not overly complex.
She highlights technologies such as autonomous operations, AI-powered platforms, and business-relevant observability as game-changers for the channel. These tools will empower partners to anticipate issues, optimise performance, and deliver secure, streamlined digital experiences.
To stand out in the regional market, Gerges believes channel partners must transition from traditional resellers to strategic advisors. Those who combine deep technical know-how with a clear understanding of industry-specific challenges— and who prioritise innovation, data security, and tight vendor collaboration—will be best positioned to lead.
SHANE GRENNAN
Senior
Director – Partner Sales and Business Development for the Middle East, Fortinet
Shane Grennan, Senior Director – Partner Sales and Business Development for the Middle East at Fortinet, plays a vital role in managing and scaling the company’s partner ecosystem across the region. He leads a team dedicated to empowering partners and distributors through Fortinet’s unique value proposition, supporting all market segments and high-growth areas such as SASE, managed services, public cloud, and OT security.
Fortinet operates on a two-tier partner model, placing strong emphasis on close collaboration with partners and distributors. The goal is to align Fortinet’s innovation and expertise with partners’ growth strategies, enabling them to maximise market opportunities and drive valueadded outcomes for customers.
With extensive experience at major IT, networking, and cybersecurity vendors, Grennan brings a deep understanding of both partner expectations and vendor responsibilities. His ability to build and lead high-performance teams, combined with a high level of emotional intelligence, allows him to navigate complex strategic transformations and foster long-term, trustbased partner relationships.
For Grennan, the most rewarding aspect of his role is the opportunity to attract, develop, and inspire top talent. This challenge—especially amid the channel’s rapid growth over the past three years—has become a
key driver of success. Empowering teams to thrive, in turn, enables partners to reach new heights.
According to Grennan, the Middle East presents channel partners with rich opportunities as the region accelerates its adoption of key technologies like SASE, SOC services, cloud, and OT security. Fortinet is well-positioned to support partners in each of these domains, offering comprehensive solutions and go-to-market guidance.
FORTINET RUNS A 2-TIER PARTNER MODEL AND WORKS VERY CLOSELY WITH PARTNERS AND DISTRIBUTORS TO BETTER UNDERSTAND THEIR GROWTH ASPIRATIONS AND HELP PARTNERS ACHIEVE THEM
Looking ahead, Grennan sees a clear shift in customer demand driven by the ongoing cybersecurity skills gap. Organisations are turning to partners to manage security complexity through managed services and SASE offerings. For partners, the ability to embrace this shift and adapt their business models accordingly is crucial.
To lead in the regional market, Grennan advises partners to carve out niche specialisations, build lasting customer relationships, provide exceptional service, and stay aligned with the latest Fortinet innovations. These differentiators, combined with agility and customer focus, are key to standing out in an increasingly competitive landscape.
MOHAMMED OWAIS HUSAINALI
Sales Director, IMEA, Western Digital
Mohammed Owais Husainali,
Sales Director
at Western Digital for the IMEA region, leads sales operations across the Middle East, Africa, Turkey, and India. With over two decades of experience—including more than ten years at a Fortune 500 company in the Middle East—he brings a dynamic, creative, and results-driven approach to his role. His focus lies in developing forward-thinking strategies that not only strengthen leadership in core markets but also fuel expansion into emerging verticals.
ELJO
J P
Chief Business Officer & Director, Finesse
Finesse operates on a three-pillar business model: Finesse 1CXO for expert consulting, Finesse for tailored technology implementation, and Finesse Cyberhub for advanced cybersecurity. This integrated approach enables comprehensive digital transformation for clients. Eljo J P, Chief Business Officer & Director at Finesse, is responsible for driving strategic growth, forging key partnerships, and expanding the company’s market presence.
His core strengths lie in strategic foresight and relationship management, allowing him to align Finesse’s diverse service offerings with client challenges and goals. By bridging
Western Digital operates with a strong partnercentric business model, delivering cutting-edge solutions across a broad portfolio—from external consumer hard drives to enterprise and platform offerings. For Husainali, the most rewarding aspect of his role is seeing the positive impact of these solutions on customers and partners. While the IMEA market presents challenges such as regional dynamics and shifting customer needs, he thrives on the agility required to turn these into opportunities.
He sees vast potential for channel partners, especially through regional digital transformation and government-driven initiatives like smart cities and data sovereignty. However, he emphasises the need for partners to manage the total cost of ownership while keeping pace with rapid technological changes. Key technologies shaping the channel’s future include AI, edge computing, IoT, high-capacity storage, hybrid cloud, and advanced data analytics.
To stand out, Husainali believes partners must go beyond transactional relationships. Success lies in developing deep technical expertise, understanding customer pain points, offering tailored solutions, and collaborating closely with reliable vendors to build enduring value and sustainable growth.
advisory, implementation, and security services into unified transformation roadmaps, he ensures solutions deliver a tangible impact. His deep industry insight also enables continuous innovation to maximise client success.
The most rewarding aspect of his role is witnessing the transformative impact of Finesse’s solutions in strengthening businesses and securing their digital futures.
However, the challenge lies in keeping pace with rapid technological advancements and evolving cybersecurity threats while balancing innovation with sustainable growth.
He advises channel partners to evolve beyond the conventional reselling model by delivering comprehensive, end-to-end solutions—similar to Finesse’s integrated approach to digital transformation. To remain competitive, they should focus on creating a seamless service continuum that encompasses consulting, implementation, and managed security. Specialising in high-demand technologies, fostering close vendor collaborations, and developing proprietary tools or accelerators will further enhance their value proposition.
PHILIPPE JARRE
Group President,
Mindware
Philippe Jarre, Group President of Mindware, leads a dynamic and forward-thinking team dedicated to advancing digital transformation across the Middle East and Africa. Under his leadership, Mindware operates as a value-added distributor, offering more than just technology products. The company provides deep expertise in AI, cloud, and cybersecurity, equipping channel partners with the tools, knowledge, and support needed to scale, innovate, and stay competitive in a rapidly evolving digital landscape.
Originally from Grenoble, France, Jarre’s journey began with a passion for competitive skiing, which taught him resilience and discipline. His curiosity in electronics and early experiments with tech eventually led him to a career in engineering and a lifelong pursuit of innovation.
THE ABILITY TO INTEGRATE AI-DRIVEN INSIGHTS AND OFFER SCALABLE CLOUD SOLUTIONS WILL BE KEY DIFFERENTIATORS FOR CHANNEL PLAYERS
With a background in IT and telecom engineering from CentralSupelec and a career that includes leadership roles at IBM, Jarre brings strategic vision, a deep understanding of the tech industry, and a strong emphasis on collaboration. His ability to identify emerging trends, foster high-performing teams, and drive continuous innovation has positioned Mindware as a leader in the region. For Jarre, the most rewarding part of his role is shaping the future of technology by empowering partners and seeing the ecosystem thrive. He finds fulfillment in enabling innovation and contributing to the region’s digital progress. The challenge, however, lies in keeping pace with rapid technological change while ensuring that both internal teams and partners remain agile, skilled, and ready to embrace new opportunities. He believes channel partners today face vast opportunities in areas like AI, cloud, and cybersecurity. Yet, they must overcome challenges such as skill shortages, heightened customer expectations, and fierce competition. Technologies like AI, edge computing, automation, and IoT will define the future, with scalable, insightdriven solutions leading the way. Jarre advises partners to embrace a consultative approach, invest in expertise, remain agile, and build lasting customer relationships to truly lead in the regional market.
KAMRAN KHAYAL
General Manager, Trigon
As General Manager at Trigon, Kamran Khayal leads the company’s strategic direction, day-to-day operations, and a dynamic team driving innovation in ICT distribution. Trigon’s business model is built on delivering cutting-edge ICT solutions, providing value-added services, and nurturing long-term partnerships with global vendors to enable digital transformation and operational excellence across industries.
Khayal brings a wealth of experience, sharp strategic insight, and strong leadership to his role. His deep understanding of market dynamics and vendor ecosystems, along with a proven ability to build and lead high-performing
ASHOK KUMAR
CEO, New Trend Computer Network and President, DCG
teams, has been instrumental in steering Trigon’s continued growth.
What he finds most rewarding is the tangible impact Trigon makes in driving client success. However, staying ahead in a fast-evolving ICT landscape while adapting to shifting customer expectations remains a constant challenge.
Khayal notes that channel partners have significant opportunities in the current market due to the growing demand for digital transformation. Yet, they must navigate fierce competition, evolving technologies, and customer needs. Success depends on maintaining strong vendor alliances and delivering consistent value.
To stand out regionally, Khayal emphasises the importance of specialisation, customer-centricity, and being proactive in embracing emerging technologies. By delivering tailored solutions and building strong relationships, channel partners can lead the way in a highly competitive market.
New Trend Computer Network prides itself on its expertise in IT infrastructure, network security, and wireless solutions. With a strong focus on quality, creativity, and operational excellence, the company ensures that clients receive tailored, cutting-edge solutions. Leadership at New Trend emphasises teamwork, problem-solving, and empowering employees with the right tools and training to drive collective success.
For Ashok Kumar,
CEO
of New Trend Computer Networks and President of DCG, building and leading the company has been a journey of dedication, perseverance, and teamwork. From its early days as a startup to becoming a trusted industry name, success has been driven by innovation, collaboration, and a commitment to excellence. Managing a team of passionate professionals and fostering a culture of continuous learning has been both rewarding and inspiring.
The most fulfilling aspect of Kumar’s role is delivering IT solutions that enhance business efficiency. He also notes that keeping pace with evolving technologies and shifting market demands presents ongoing challenges are equally important.. Channel partners today have opportunities in AI-driven networking, Wi-Fi 6, 5G, and edge computing—technologies that improve connectivity, security, and business performance. However, they also face challenges in adapting to rapid advancements, maintaining cybersecurity, and meeting growing customer expectations.
To thrive in the regional market, he advises that channel partners must embrace innovation, build strong vendor alliances, and offer comprehensive, high-quality solutions. Those who integrate AI-powered analytics, self-healing networks, and adaptive security will lead the way in driving digital transformation.
YASSINE MANNAI
Director, Shure MEA
Yassine Mannai, Director at Shure MEA, leads the company’s sales strategy across the Middle East and Africa. He is responsible for driving revenue growth, managing high-performing teams, building customer relationships, and aligning cross-functional efforts to serve B2B, B2C, and B2G markets.
Shure’s business model focuses on delivering innovative, high-quality audio solutions through a strong channel ecosystem. By blending global innovation with local market
FOR
OVER 95 YEARS, SHURE HAS BEEN SETTING THE STANDARD IN AUDIO TECH—BLENDING INNOVATION, ACOUSTICS, AND WIRELESS WIZARDRY TO DELIVER CRYSTALCLEAR SOUND
insights, the company ensures sustained growth and customer satisfaction.
Mannai brings strategic planning, strong leadership, and deep market knowledge to his role. His adaptability and results-driven approach enable him to build lasting client partnerships and drive consistent sales performance.
He finds it most rewarding to achieve sales goals, see team members grow, and ensure customer satisfaction. The key challenges include staying competitive in a fast-changing market and managing the pressure to deliver high-impact results.
According to Mannai, channel partners have exciting opportunities in market expansion, shared resources, and revenue growth. However, they also face challenges like fierce competition, strategic misalignment, and reliance on partner performance.
He believes future channel success will be shaped by technologies such as AI, cloud computing, automation, IoT, and blockchain, which will enable partners to be more agile, efficient, and secure.
To lead in the regional market, Mannai advises partners to focus on exceptional service, niche expertise, and innovative, tailored solutions. By staying tech-savvy and customer-centric, they can build strong differentiation and long-term success.
CEO, emt MO MOBASSERI
Mo Mobasseri, CEO of emt, plays
a pivotal role in shaping and driving the company’s business strategy, focusing on revenue growth, technological advancements, and strategic alliances. His leadership is centred on building the right team, fostering a motivating work environment, and maintaining strong relationships with key industry players. emt positions itself as a technology hub specialising in cybersecurity, IT Asset Management (ITAM), IT Service Management (ITSM), cloud services,
JIGNASU RATHOD
CEO and Managing Director, Elitser Technologies
Jignasu Rathod, CEO and Managing Director of Elitser Technologies, defines company goals, drives growth strategies, and identifies new opportunities, vendors, and channel partners. The organisation operates on a hybrid model, with channel partners playing a key role in revenue generation. To support them, the company provides regular training, presales, implementation, and post-sales support. With a technical background, he ensures the company focuses on solution-driven approaches rather than product sales. He plays a key role in identifying market gaps, forming strategic partnerships, and building teams to
and Operational Technology (OT). The company’s business model goes beyond traditional distribution; it acts as a consultant to its channel partners, offering a broad range of IT solutions and services while fostering long-term, trustbased relationships.
Mobasseri’s strengths are rooted in strategic leadership, relationship building, and a deep understanding of the IT and cybersecurity landscape. He excels in identifying market opportunities, forging strong alliances, and driving growth in competitive environments. A key part of his approach is empowering teams and creating a culture of accountability, ensuring alignment with the company’s vision. His experience working closely with vendors, partners, and enterprise customers allows him to bridge the gap between technology providers and market demands, crafting go-tomarket strategies and optimising sales performance.
Channel partners, according to Mobasseri, have significant opportunities in AI, cybersecurity, and ITAM but must invest in developing the right skills within their teams. The main challenges include finding and retaining talent, project closure delays, market competition, and payment collection issues.
To stand out, Mobasseri suggests channel partners focus on areas that others often overlook, leveraging their unique strengths to lead in the regional market.
introduce innovative solutions. The most rewarding aspect of his role is shaping the company’s future, mentoring teams, and driving innovation. However, challenges include managing risks, balancing stakeholder interests, and keeping pace with evolving market demands. Employee retention and motivation remain critical factors.
According to him, for channel partners, opportunities lie in partnering with established brands to expand their market reach with minimal investment. Regular training enhances capabilities, but challenges include adapting to rapid technological changes, meeting vendor targets, and maintaining profitability in a highly competitive landscape.
Channel partners must identify solutions that integrate AI into existing systems, maximising customer investments. They must move from box-moving to solutiondriven selling, embracing AI/ML and forming strategic vendor alliances. Understanding client needs and designing tailored solutions will be key to success. Long-term investment in skills, marketing, and sales will build credibility and drive growth in the evolving market.
NIDAL OTHMAN
CEO, StarLink, an Infinigate group company
Nidal Othman, CEO of StarLink, an Infinigate group company, leads the company across the Middle East and Africa, with a business model focused on delivering advanced technologies to drive digital transformation. StarLink provides comprehensive security solutions, including cybersecurity, secure networks, and cloud services. These solutions are delivered through a robust channel network to a diverse customer base, primarily in the Government, Oil and Gas, BFSI, and Telecom sectors. As a trusted cybersecurity advisor, StarLink addresses critical security, network, and cloud challenges.
With over 25 years of experience in the cybersecurity industry, Othman brings a wealth of knowledge to his role. He is responsible for driving revenue growth, ensuring operational efficiency, and defining long-term strategies for StarLink’s success. He views his role as both a champion of the company’s values and a leader who inspires his diverse team to achieve their common goals.
While the challenges of making the right decisions to ensure growth can be difficult, Othman finds the process rewarding, particularly when driven by a clear purpose and strategy. He is proud to work with passionate individuals who share his vision.
In the evolving market, channel partners face the challenge of aligning with new technologies like ‘Everything as a Service’ (XaaS), while also meeting service and delivery expectations. Additionally, retaining skilled talent remains a key concern. To succeed, partners must stay updated on innovations like AI and automation in cybersecurity, which are reshaping the industry. Strategic partnerships, technical support, and industry expertise are essential for standing out and leading in the regional market.
ASHISH PANJABI
COO, Jacky’s Business Solutions LLC & Jacky’s Retail
Ashish Panjabi, COO, Jacky’s Business Solutions and Jacky’s Retail, oversees a diverse portfolio that includes B2B technology solutions, premium electronics retail, and organic consumer goods. Under his leadership, Jacky’s Business Solutions provides end-to-end tech solutions across industries such as education, healthcare, banking, hospitality, and government. Their offerings include robotics, visitor management, 3D and large-format printing, and enterprise computing. At the same time, Jacky’s Retail manages Samsung Brand Shops throughout the UAE, along with its own Jacky’s Brand Shop in Dubai Hills Mall. In the FMCG sector, Panjabi also leads Jacky’s Organics, distributing and marketing packaged organic products, including their in-house brand Eatiq Organic Foods.
K.U.
SHANKRI
Managing Director, Luckystar Computers
K.U. Shankri, Managing Director of Luckystar Computers, leads the company with a clear focus on innovation, strategic growth, and operational excellence. Under her leadership, Luckystar has established itself as a key player in the wholesale distribution of IT products, ranging from hardware and software to comprehensive IT infrastructure solutions. The company serves both domestic and international markets, providing value-added services such as IT consulting, system integration, and technical support. With a client-centric approach, Luckystar caters to corporate clients with customised solutions, fostering long-term, results-driven partnerships.
Panjabi’s strategic mindset and ability to balance multiple business units are crucial to his success. With a strong marketing background and a hands-on leadership style, he ensures operational efficiency while remaining attuned to technology trends. His approach combines bigpicture thinking with day-to-day execution.
The most fulfilling aspect of his role is witnessing growth from strategic initiatives—whether it involves market expansion, new offerings, or robust industry partnerships. The main challenge, however, lies in promoting emerging tech solutions, which often necessitate market education and long-term demand creation.
In today’s market, channel partners face ongoing financial challenges, particularly concerning credit management and working capital. Nonetheless, the Middle East presents strong opportunities thanks to its neutral stance and access to global players. Future growth will also be influenced by sustainability, especially in recycling, refurbishing, and after-market services.
Panjabi underscores the importance of participating in industry ecosystem groups like Dubai Computer Group (DCG) and The Electronics Group (TEG), both backed by Dubai Chamber. Active engagement in these platforms enables partners to collaborate, navigate market challenges, and drive regional growth.
With a background in engineering and extensive business management experience, Shankri brings a powerful mix of technical knowledge and strategic foresight to her role. Her ability to navigate complex industry challenges, coupled with strong interpersonal skills, allows him to build lasting relationships with clients, partners, and stakeholders. Adaptability and a continuous learning mindset keep him ahead in an everevolving tech landscape.
What drives her most is the positive impact her company’s solutions have on clients. Helping businesses overcome challenges and improve their operations brings deep satisfaction. Yet, staying current with fast-changing technologies and managing daily operations while planning for future growth remains a significant, yet welcomed, challenge.
She believes the channel market is full of opportunities—particularly in
offering diverse solutions and valueadded services—but warns of ongoing challenges like fierce competition and pricing pressure. In the future, technologies like cloud computing, AI, cybersecurity, IoT, and edge computing will be key drivers. She emphasises that channel partners can lead the regional market by specialising in highdemand tech areas, staying customerfocused, embracing innovation, and building strong local networks—all while delivering more than just products.
VISWANATH PALLASENA
Chief Executive Officer, Redington MEA
Viswanath Pallasena, CEO of Redington MEA, oversees operations in the Middle East and Africa for the global company, which generates over $10 billion in revenue. Under his leadership, Redington stays focused on its core mission: bringing cutting-edge technologies to market and reducing technology friction—the gap between rapid innovation and real-world adoption. Known for his collaborative leadership style, Pallasena fosters a team-driven culture centred on alignment, agility, and operational excellence.
One of the most fulfilling aspects of his role is witnessing the growth— not just of the company, but of its people and partners. Seeing partners thrive, scale, and enter new markets brings him immense satisfaction. With Redington’s 24-year legacy in the region, the company has played a pivotal role in enabling partner success and driving digital transformation. Pallasena values treating every partner equally, regardless of size, and helping them unlock opportunities across diverse markets in the Middle East and Africa.
The region is undergoing profound economic transformation as countries shift from traditional oil-based models to more diversified, innovationdriven economies. This transition is accelerating digital adoption and unlocking opportunities—especially in AI and infrastructure development. As AI evolves, it is opening new growth avenues in on-premise and cloud environments and edge computing. Pallasena urges partners to embrace these trends and position themselves at the forefront of this digital shift.
He advises channel partners to focus on their core strengths while leveraging external expertise in specialised areas like cybersecurity. Instead of building everything in-house, collaborating with trusted service providers enables faster go-to-market and more comprehensive, value-driven customer solutions through existing technologies.
WE ARE ON TRACK TO GROW TO $11 BILLION, WITH APPROXIMATELY 50% OF THAT REVENUE COMING FROM THE MIDDLE EAST, AFRICA, AND TURKEY REGION
K. S. PARAG
Managing Director, FVC
. S. Parag, Managing Director of FVC, plays a pivotal role in steering the company’s strategic direction and growth. His leadership revolves around four key areas: empowering his core team to achieve ambitious goals, collaborating closely on go-to-market strategies, addressing pressing challenges with inclusive decisionmaking, and actively exploring new markets and domains to fuel momentum.
With deep expertise in the Unified Communication and Collaboration (UCC) domain, Parag brings a sharp understanding of the regional market and channel ecosystem. His ability to manage diverse teams and make timely, tough decisions has been instrumental in driving FVC’s success. He finds immense satisfaction in fostering a passionate team that shares the company’s vision and in building new business units that
Parag sees both opportunity and complexity in today’s channel landscape. While innovation is abundant, the market is saturated with
BE THE TRUSTED ADVISOR TO THE CUSTOMER. SEE AND LEARN THE MARKET TRENDS AND ABILITY
technologies, and partners often struggle to stay ahead due to skill gaps and the rapid pace of change. He believes the future will be shaped by a fusion of AI, cybersecurity, collaboration, and hybrid work—elements that, together, can transform work into a more secure, efficient, and fulfilling experience for both individuals and organisations.
For channel partners to lead in the region, Parag emphasises the importance of becoming a trusted advisor. Those who can observe trends, adapt quickly, and translate emerging technologies into meaningful value for customers—both now and into the future—will stand out and lead the way.
HESHAM TANTAWI
Vice President, ASBIS Middle East
Hesham Tantawi, Vice President of ASBIS Middle East, brings over 38 years of experience in IT distribution, overseeing operations across the Middle East, North Africa, and West, East, and Central Africa (WECA). Throughout his career, he has gained deep industry knowledge, forged strong partnerships, and adapted to the ever-evolving technology landscape. These strengths, built over decades, continue to shape his leadership and strategic direction at ASBIS.
Reflecting on his journey, Tantawi shares that while challenges are constant in the IT industry, the most rewarding aspect is overcoming them and staying ahead. There’s a new challenge every day, and the real achievement lies in tackling them and remaining on top.
For channel partners, the journey is equally demanding and filled with opportunities. He emphasises
the importance of distributors supporting partners, especially smaller players. According to him, ASBIS couldn’t have grown without the success of all of their partners. Key challenges faced by the partners include access to financing, technical knowledge, training, and supply. Distributors, he believes, must step in to bridge these gaps.
Technologies such as AI, gaming, and focused distribution are reshaping the channel market, contributing to a maturing ecosystem. With growing stability, Tantawi stresses the importance of role clarity—resellers must focus on end-user engagement and not take on roles outside their scope.
His advice to channel partners is clear: invest in training, enhance solutions, stay transparent, and provide top-notch support to end customers. That’s the formula to stand out and succeed.
OUR STRENGTH LIES IN EMPOWERING EVEN THE SMALLEST PARTNERS. AT ASBIS, WE BELIEVE GROWTH IS MUTUAL—WHEN OUR PARTNERS SUCCEED, WE SUCCEED
MARIO M. VELJOVIC
General Manager, VAD Technologies
Mario M. Veljovic, General Manager of VAD Technologies, leads the company in its mission to drive innovation in the Middle East through disruptive technologies. Established over a decade ago, VAD Technologies has carved a niche in AI-ready infrastructure and cloud solutions, helping vendors scale across the region and beyond. The company’s strength lies in its strong relationships with system integrators, resellers, cloud service providers, and IT consultants, enabling it to identify emerging technologies and launch them effectively in the market. This has driven consistent growth for vendors across the region.
One of the most rewarding aspects of Veljovic’s role is seeing vendors grow
into market leaders, a direct result of the company’s expertise in scaling businesses. However, he acknowledges that the biggest challenge is staying ahead of the curve by continuously scouting and introducing innovative technologies that will thrive in a rapidly evolving market. For channel partners in the Middle East, the opportunity lies in the growing demand for new technologies, though choosing the right vendors and making strategic investments can be daunting. Successful partners who make informed decisions will benefit greatly from the region’s technological appetite.
Veljovic believes that AI will dominate the channel market for years to come, driving continuous innovation and
SANJEEV WALIA
Founder and President, Spire Solutions
Sanjeev Walia, Founder and President of Spire Solutions, plays a pivotal role in steering the company’s strategic direction. His leadership is rooted in identifying disruptive technologies and enabling their success across the region through a valueadded distribution model. Spire’s business approach focuses on proactive engagement, technical enablement, and delivering real-world solutions, all while building lasting partnerships with vendors and channel players.
Walia brings a powerful mix of strategic foresight, resilience, and deep industry knowledge to his role. He is passionate about spotting innovations before they go mainstream and fostering
simplifying digital transformations. For channel partners to succeed in this dynamic environment, they must focus on becoming true business partners rather than just suppliers, gaining a deep understanding of customer challenges to stand out and lead in the competitive market. Don’t be a “jack of all trades, master of none.”
trust-based relationships. Under his guidance, Spire promotes a culture of continuous learning and collaboration, ensuring consistent value delivery to both partners and customers.
What Walia finds most fulfilling is watching Spire evolve from a little-known entity into a trusted industry player, helping vendors scale and empowering partners. Yet, the challenge remains in staying ahead of the curve, especially as SaaS models and hyperscaler ecosystems reshape the channel landscape.
He sees significant opportunities for channel partners in enabling digital transformation and data
sovereignty initiatives. However, they must overcome the complexities of a crowded vendor space and the need to shift from traditional models to valuedriven approaches.
Looking ahead, Walia believes technologies like AI, cybersecurity, SaaS, and cloud infrastructure will dominate. Success will hinge on recognising realworld needs and delivering secure, scalable solutions. He encourages channel partners to focus on specialisation, understand market trends, and act as trusted advisors, building long-term relationships to lead and grow in today’s competitive environment.
Accelerating the Intelligent World
