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Sun 1 Apr 2007 10:18 AM

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Al Jammaz lands Acer

Saudi distributor bags contract to sell commerical products in the Kingdom.

Saudi distributor Al Jammaz has been hired by Acer to develop its PC channel in the SMB and corporate market. The move represents Acer's first real attempt at addressing the corporate landscape with the aid of a dedicated distribution partner. The bulk of Acer's success in Saudi has largely originated from the consumer and retail sector where it works with distributors such as BDL.

Speaking exclusively to
Channel Middle East

, Asim Al Jammaz, VP at Al Jammaz, said the company plans to put particular emphasis on strengthening Acer's position in the desktop PC space. Although the Taiwan-based vendor is understood to lead the Saudi laptop market, it remains the number three PC player overall. "Acer is number one in the laptop market so we don't really see our ourselves adding a lot of value there," confided Al Jammaz. "Our value will really be on the desktops where we need to work with Acer to minimise this gap between the third vendor and second vendor - and then maybe go up to second place," he added.

Saudi Arabia is renowned for being a market that has embraced mobility. Laptop sales currently outstrip desktop sales by a rate of two to one, but Al Jammaz remains undeterred.

"We know that it's probably easier to sell laptops, but in the commercial market there is still a big demand for PCs," he said. "In the business side there a lot of corporates rely on desktops. There is a lot of work where people are based in the office and don't go out. They need a big screen, and a PC is seen by businesses as more solid than a laptop. The government is also a big business for desktop PCs," added Al Jammaz.

The appointment of Al Jammaz comes after Acer recently restructured its Saudi office to better align the business with the commercial market.

Former Mindware Saudi Arabia boss, Karim Hammad, has been brought on board to drive growth in the commercial space. He claims Acer's tie-up with Al Jammaz - which is also a big Cisco, Samsung and Sun distributor - will offer Acer access to a countrywide base of resellers selling into the SMB and corporate sectors. "Al Jammaz has an established track record of success in the Saudi's commercial space," he said. "Its IT sales business in the Kingdom is well established, and we intend to tap into that enormous resource base of existing Al Jammaz customers."

Meanwhile, Al Jammaz has also revealed it is in talks with two software firms as it looks to strengthen its portfolio. "Plans to finalise [contracts] with two important software vendors are in the pipeline," said Al Jammaz. "Software will complement the hardware that we have," he added.

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