PUBLICATION LICENSED BY IMPZ
ISSUE 182 // FEBRUARY 2012 // WWW.RESELLERME.COM
!"#$%&'( )*&++(,! KHALID MUASHER, BUSINESS DEVELOPMENT MANAGER, BITDEFENDER MAZEN JABRI, HEAD OF ECOSYSTEM AND CHANNELS, SAP
NOMAN QADIR, REGIONAL MANAGER CHANNELS, CITRIX AJI JOSEPH, GENERAL MANAGER, ESET
ANISH KANARAN, REGIONAL DIRECTOR, EPICOR ALI HYDER, CEO, FOCUS SOFTNET
EMBARGO COUNTRIES
INTERVIEW
With increasing pressure on compliance of IT goods to not reach into embargo countries we look at how channel partners are tightening up P25
“I do not believe a regional broad line distributor can become a true VAD” Dr Ali Baghdadi, CEO and President of Aptec Group P40
FEATURE
W H AT M A K E S A N I D E A L VA D
AMER ATTAR, SENIOR DIRECTOR PARTNER SALES, MISYS
MULTIPLE BUYERS, MULTIPLE MESSAGES Why a role-based sales approach is required for complex IT sales, Neil McMurchy, Research Vice President, Gartner P49