By Colin Browne
Networking distributor aims to expand reach into other territories around the region, creating a connected Middle East distribution business
After establishing its base in Dubai, networking systems distributor, Magnum Connect has its sights set on developing countries that are easily serviced from the UAE. Libya, Iran, Iraq and Nigeria are key markets for this new distributor. “These are markets that need companies such as ourselves, and you’d be surprised at how much money there is to be made,” Steve Cockeram, deputy general manager for Magnum Connect says.“The Middle East is a whole market [for us], and it is our foundation, but the reason that we have after the other countries is that we see them as developing opportunities,” he says.A key issue for the company in building its business across all its countries however, is the lack of knowledge that exsits in the channel. Magnum Connect carries Brand Rex and Foundry Networks as its two major brands, and whilst most of its channel is competent in handling Brand Rex products, most are just picking up Foundry, and extensive training is required for partners, according to Cockeram. To this end, Magnum Connect is aiming to become a centre of excellence—for the Brand Rex and Foundry brands—for the whole of the region. “In nine months, I hope to have opened our training centre, where people will come from all over the region for training, instead of having to go to the U.S. or Europe,” says Cockeram.Adding to the value that the company provides its channel, the Magnum Connect Web site went live at the end of last month, offering resellers online ordering and payment; 24-hour support; product specifications etc. “We want to make this the best Web site in the region. The Web site is going to be the big benefit of Magnum Connect,” says Cockeram.