We are almost halfway through the year and it’s very safe to assume
that the worst is over for the Middle East channel, which was plagued
by shrinking margins and changing market dynamics in the last couple
of years. If the numbers being reported by partners are anything to go
by, the business is gaining steam again, especially in some technology
categories such as mobility, security and networking. If there is one
key facet that defines the channel this year, it is one of evolution. Some
of the names have changed, some exited the market but are being
replaced by someone else doing something else completely differently.
Vendors are realising the need for sophisticated partnerships to
succeed in this market, and partners, on their part, are ramping up their
skills in order to succeed and stay relevant to their customers.
