By Stuart Wilson
There’s a new man at the helm of distribution powerhouse Tech Data in the Middle East. With a wealth of channel experience behind him, Hanspeter Eiselt has now taken on the managing director role in the region.
|~|he200.jpg|~|Hanspeter Eiselt, managing director at Tech Data Middle East|~|There’s a new man at the helm of distribution powerhouse Tech Data in the Middle East. With a wealth of channel experience behind him, Hanspeter Eiselt has now taken on the managing director role in the region. Given his ambitious plans for the continued development of Tech Data’s operation in the region, what better time for Channel Middle East to ‘Get To Know’ Hanspeter Eiselt…
CME:What is your career history to date? How did you end up working in Dubai?
Hanspeter Eiselt:I graduated in the UK and joined Xerox before moving to Compaq in Munich. I went to the US with Compaq in 1993 and headed up various divisions before joining Dell in 1999 as marketing director for Fortune 500 accounts. I returned to Europe to join a power tool company before joining Tech Data in 2004. I was then asked to take on the Middle East region.
CME:What do you expect to enjoy most about working in the Middle East IT market?
HE:Well, based on my previous visits, I believe that I have developed an affinity for the level of customer interaction that occurs here. I want to bring in some of the experience I have picked up in European countries where Tech Data is successful and apply that to the Middle East market. I am looking forward to learning more about the diversity of the region.
CME:What do you expect to dislike most about working in the Middle East IT market?
HE:What will I dislike the most? It is a little too early to say. I expect it will be the long hot summer months. I don’t think Europeans do too well when the temperature is 40 degrees plus. It could be a bit of a struggle. Having said that I am looking forward to enjoying the benefits of state-of-the-art air conditioning systems during these summer months.
CME:Which IT industry figure do you most admire and why?
HE:I would have to say from a vendor perspective that it is Michael Dell. What he has achieved in the market actually put a great deal of pressure on the traditional channel — it actually triggered a lot of positive change that the channel is now benefiting from. That includes the development of value-added distribution and a real move towards selling multi-vendor solutions.
CME:What’s the most valuable business lesson you’ve learnt?
HE:The lesson that has had the most impact on my career was actually the birth of my children. It showed me the need to achieve a healthy work-life balance and I think that it influenced the way that I now manage organisations. It may not sound like a business lesson, but I would have to say that is the most important event that has influenced how I work.
CME:What are your top channel tips for the next 12 months?
HE:The goal that we have set ourselves from a Tech Data Middle East point of view is to become true advocates for reseller profitability in the channel. That is something we are passionate about and we plan to introduce a series of customer-centric initiatives during the next few months that will further strengthen our visibility in the market.
CME:How do you like to relax outside of the work environment?
HE:I am actually a passionate yachtsman and sailing is one of my keenest pursuits. I also enjoy a round of golf and have an interest in outdoor pursuits in general. I am really looking forward to finding out what is on offer in the Middle East as it is a new region for me. I have always been a good deckhand so I look forward to making friends with some yacht owners.
CME:What is the proudest moment of your career to date?
HE:The proudest moment of my career to date probably came during my time with Compaq in the US market. During that time we managed to achieve market leadership in the desktop segment in the North American market for Compaq. Achieving that as a German working in the US market made me extremely proud.||**||