A Value Added Proposition

Comguard is a leading value added distributor of IT security products in the region. The company relies on on its strong channel support to penetrate into the region’s fast growing IT market. Channel Post MEA spoke to Ajay Singh Chauhan, CEO of Comguard FZ LLC to know about the company, its channel partner community, the products and services it offers in the region, and its future plans.

 

Ajay Singh Chuahan, CEO at Comguard
Ajay Singh Chuahan, CEO at Comguard

Can you please tell us a bit about Comguard?
Comguard is a value added distributor of IT security products in the region. As a company we have partnered with industry leaders to deliver world-class technology products. Our partnerships are deep, long-term relationships where we both invest people and resources to demonstrate interoperability with each other’s products and Services to assure we bring needed solutions to market.

Today, we have over 700 resellers spread across the Middle East and North Africa (MENA) region. I am proud to say that more than 180 of them contribute to a large volume of our business. These resellers are part of our mainstream channel activities. Hence, we actively run Partner Programs which are immensely successful in retaining our partners, enhancing business, streamlining channel activities and sustaining loyalty.

What markets are you currently present in?
Comguard is the Value Added Distributor for Networking, Security, Enterprise Security, Cloud Computing and Virtualization and Wireless Products and Solutions. We represent the best of the class products covering the focused portfolio of IT Security and Wireless solutions in the MENA region.

What products, brands and services do you represent and offer in the markets you are present in?
Comguard has a long standing partnership with leading network and security vendors IXIE Anue, Ping Identity, TripWire, Delphix, Entuity, Wild Packets, Damballa, Qualys, Solera Networks, WinMagic, SafeNet, Courion, Cambium, Bluecat Networks, BeyondTrust, Array Networks, HP Enterprise Security , AirTight, Acunetix, , Air Live, Altai, Clavister, Cambium Networks, Courion, Delphix, EC-Council, EnGenius, FixMeStick, GFI, gateprotect, Kaspersky Lab, and Meru Networks. We actively run certified trainings and partner programs which are immensely successful in enabling our partners, retaining them, enhancing business, streamlining channel activities and sustaining loyalty.

What according to you is the USP of Comguard and its channel partner community?
We always look into introducing pioneer products and solutions to the market thereby offering cutting edge technology and broadrange of choices to our channel. What we believe is to enable our partners to grow their business by giving them the best products and solutions, train them and empower them to sell and support their customers, and to make the long term relationship with them to have a secure business. Currently, our turnover is around AED 150 Million.

What are your market strategies for year 2013?
We advocate the “Vendor Go-to Market Strategies” for various products from time to time. We have our channel program from our vendors which we follow for whole region. In addition, we have our own program to enable resellers, develop cross product promotions, enhance sales, improve technical bandwidth, and incentivise partners.

Do you plan to add any new service, product or brand to your portfolio?
We are launching new products and also signing up with new vendors. We are also introducing new solution from our existing vendors and focusing oncloud solution offering this year.

Do you plan to add new channel partners to your channel community this year?
Yes, We always look for dynamic resellers who are willing to grow their business by selling our superior products.

How has the IT security market grown in the Middle East and Africa region?
I have seen a lot of improvement. Many VARs shut down their companies. On the other hand it is heartening to note that many have decided to focus and do business in an organised way. Customers have eased up from being price sensitive in comparison to previous years. Service and support are receiving their due prominence. So we are seeing a brighter future and expect to see a positive turnaround in the market this year.

Do you participate at trade shows such as GITEX? How have such events helped in bringing new businesses to the table?
Definitely we do. Comguard has been participating at GITEX since 2002. Trade shows such as GITEX are ICT business gateways to the whole region and they focus on providing exhibitors with wide publicity and high ROI through direct business and b2b opportunities.