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Mon 18 Feb 2008 01:53 PM

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Roy to lead Asia-Pacific distributor’s Middle East venture

Singapore distributor M.Tech aiming for Middle East business with ex-Almasa value products boss

The regional security distribution channel is bracing itself for yet more competition following news that Asia-Pacific outfit M.Tech is looking to get a Middle East operation off the ground within the next two months.

Singapore-based M.Tech is eager to broaden its reach into the Middle East and has hired former Almasa value boss DK Roy to head a Dubai office. The firm is understood to be waiting for a trade licence, but hopes to receive the green light to begin business by the start of April.

M.Tech boasts 17 offices in eight countries and is considered one of Asia's top value added distributors for firewall, intrusion prevention, anti-spam and web security products. It carries a number of premium security brands in its portfolio, including Citrix, RSA, Secure Computing and TippingPoint, and serves as an authorised training centre for Nokia, Blue Coat, Check Point and RSA courses.

Undisclosed vendors from within its portfolio are believed to have indicated their intent to partner with the company in the Middle East, but official contracts will not be signed until M.Tech has secured its trade licence.

Roy - who left Almasa last week after six years at the broadline distributor - will initially be joined by five others members of staff in technical and sales capacities. M.Tech intends to provide a range of security services and establish a Dubai hub to augment its main security operations centre in Bangalore.

He says the company will seek to pursue a high-touch model based on close relationships with reseller customers. "In this market there are broadliners and there are niche [security] distributors such as Secureway, ComputerLinks and Paramount," he said. "Our idea is to make it more niche than broadline, and there will be a technical focus as well as strong involvement with resellers. But our philosophy is very simple - no direct end-user sale. It has to be a strictly two-tier model."

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