By Michelle Sturman
Compaq's Global Services operation is looking to increase channel access to large projects in the region, but will also pick up projects which the channel is missing through lack of expertise.
Compaq Global Services (CGS) said it will fill the gaps in local channel expertise, so that it has a better chance of winning large projects.
And according to business development manager Samer Karawi, though part of the mandate is to increase Compaq channel access to those projects, for CGS it is an open game—projects are not restricted to the sale of Compaq equipment.
Whilst not specifically new, CGS in a Middle East sense has been relatively unknown up until now. The operation has been slowly building resources in the region, which now, according to Compaq MEMA, total some 120 people, or 40% of Compaq MEMA’s workforce.
The main focus for CGS is projects, which Karawi describes as starting at US$200,000. An example is a recent video-on-demand project which Compaq designed for Etisalat, which it plans to roll out to users in the UAE.
“For some specific projects, where there is no competency in the market, we deliver the entire thing on our own. Or if we can add value with project management services, we go ahead and do that,” said Karawi.
CGS is not channel unfriendly however, according to Karawi—he says the organisation sees its activity as a revenue generator for local Compaq customers.
“Whenever we can we bring partners into the game, and if Compaq partners can do a project, we don’t touch it,” he said.