By Andrew Seymour
Hemayun Bazaz oversees 3Com's channel strategy in the Middle East, which means he is a face that partners need to get to know
Having joined 3Com from Tech Data, Hemayun Bazaz has moved quickly through the vendor’s ranks. He now oversees the company’s channel strategy in the Middle East, which means he is a face that partners need to get to know.
What's your career history in the industry to date?
I hold a masters degree in business administration from the University of Pune in India. At 3Com, I started with handling the channel for the UAE and then moved to distribution management before taking up the current channel lead role for the Middle East.
My prior experience includes sales team leader with Tech Data Middle East and sales officer with Philips in India.
What are your top channel tips for the next 12 months?
The current situation demands that the Middle East channel works with vendors that provide solutions which are cost effective. Price and performance holds the key to overcoming the present budget constraints.
The channel also needs to partner with vendors that are relevant and offer effective support - therefore providing visible value add to their customers.
What is the most valuable business lesson you have learnt?
Delivering on your commitments is the key to success because it commands respect and faith. The other thing is the follow-up and execution. Write down your daily tasks and make sure you complete most of them.
What do you enjoy most about working in the Middle East IT market?
We know that the Middle East is one of the emerging markets for most vendors, as indeed it is for 3Com. It brings a lot of challenges and competition, but the excitement is about expanding with the growing market.
You have to be on your toes constantly to react swiftly to the market dynamics. The best part about working in the region is that the efforts bring in quicker results as the market is growing so fast.
Which individual in the IT industry do you admire most and why?
I have drawn inspiration from most of the people that I have worked for and learnt a lot from each of them. I would not be being honest if I only named one person.
What do you dislike most about working in the Middle East IT market?
On a serious note, with so much focus on this territory and huge pressure on everybody to grow their numbers, channel loyalty and bottom-line results take a back seat, which might not be a healthy solution in the longer term.
Overall though, I still think the biggest challenge in this region is the lack of quality people resources. On a lighter note, the traffic remains a problem - especially when you are on the way to attend meetings!
How would you describe your management style?
Management style needs to change with situations, especially in this region where you work with a diversity of cultures. I like my team and subordinates to be part of the planning and decision-making process. In particular, I like them to be empowered and have a considerable degree of autonomy.
How do you relax outside of the work environment?
I am a sports person and like to play as much as possible whenever I get the time. These days I am learning to play golf. However, cricket is my game.