As the Information Technology (IT) landscape in the Middle East continues to evolve, the role of IT distributors is becoming increasingly critical in facilitating the adoption of emerging technologies. With the proliferation of artificial intelligence (AI), Internet of Things (IoT), and edge computing, distributors are reassessing their strategies to remain relevant, deliver value, and address the challenges of these transformative innovations. The Middle East, in particular, is positioned as a high-growth region, and players in the IT distribution sector are doubling down on innovation, partnerships, and value-added services to meet the demands of this dynamic market.
Addressing the Demand for Emerging Technologies
The growing demand for AI, IoT, and edge computing is reshaping the IT distribution landscape in 2025. Avinash Advani, Founder and CEO at CyberKnight, highlights the importance of aligning distribution strategies with emerging technologies while maintaining a steadfast focus on cybersecurity. “Our value-added distribution strategies remain intact and are rooted in the principles of Zero Trust Security to address the unique risks posed by these advancements,” he explains.
The integration of AI into vendor offerings is a key focus for CyberKnight, with applications ranging from context-aware security operations to telemetry data management. Advani also emphasizes CyberKnight’s long-standing commitment to IoT security, with solutions designed to handle real-time risk assessment, exposure management, and auto-remediation across IoT environments.
Similarly, Laurence Elbana, Director – Europe, Middle East & India at TRINEXIA, underscores the importance of incorporating AI-driven security tools and cloud-native solutions into the distribution strategy. “We prioritize client education and strengthening threat intelligence networks to stay ahead of emerging risks,” Elbana points out. By engaging in partnerships for specialized cybersecurity solutions, TRINEXIA positions itself as a forward-looking distributor with a focus on scalability and adaptability to meet the demands of AI, IoT, and edge computing.
Ilyas Mohammed, COO at AmiViz, believes that enhancing product offerings and forging partnerships with technology providers are key to addressing the increasing demand. “We’re investing in specialized training for our sales teams and offering tailored solutions to help customers integrate emerging technologies seamlessly into their infrastructures,” he shares. This proactive approach ensures that emerging technologies are supported by innovative distribution frameworks.
Mindware’s Group President, Philippe Jarre, takes a structured approach by creating dedicated business units to cater to each emerging technology domain. “Mindware has conceptualized MAGIC (Mindware’s Aggregation Gateway for Integration and Collaboration), a platform that simplifies the integration and deployment of complex solutions,” Jarre explains. With over 3,000 AI-related use cases available to its resellers, Mindware demonstrates a forward-thinking strategy that aligns its distribution offerings with cutting-edge technological advancements.
Innovations in Supply Chain Efficiency and Sustainability
In 2025, IT distributors in the Middle East are also innovating their supply chains to improve efficiency, transparency, and sustainability. Elbana reveals that TRINEXIA is implementing a zero-trust model for its supply chain, integrating end-to-end encryption and advanced risk management platforms. “These innovations ensure continuous verification, protect data integrity, and assess third-party risks,” he notes, emphasizing the importance of maintaining high security standards while managing supply chains.
AmiViz is taking a technology-first approach by introducing AI-driven Automated License and Subscription Management systems. Mohammed outlines the benefits of this system, stating, “It tracks renewals, upgrades, and expirations for resellers and end customers, making the process seamless and hassle-free.” This move not only boosts efficiency but also establishes a more user-friendly experience for partners.
Mindware, on the other hand, employs predictive analytics and intelligent forecasting to streamline its procurement and logistics. Jarre highlights that a demand-driven approach transforms their supply chain operations from reactive to proactive. “By leveraging real-time data and analytics, we enhance operational efficiency and adapt to the dynamic nature of supply chains,” he adds.
Additionally, Mindware is committed to sustainability, transitioning to energy-efficient warehousing and transportation solutions.
Enabling Partners and Resellers to Stay Competitive
In an ever-changing technology landscape, IT distributors in the Middle East are heavily investing in partner enablement programs to ensure competitiveness and deliver value. Advani from CyberKnight emphasizes the importance of educating partners about Zero Trust Security. “The principles have evolved from a concept to a necessity. Educating partners on each Zero Trust Security micro-perimeter ensures they architect solutions that map to use cases and business challenges rather than just selling products and services,” he explains. This approach ensures that partners evolve into trusted security advisors.
Elbana concurs, adding that TRINEXIA empowers its partners by offering customizable cybersecurity solutions tailored to AI, IoT, and edge computing. “By sharing threat intelligence and providing access to training and digital platforms, our partners can deliver high-value solutions,” he explains. This not only equips resellers with the knowledge required to navigate emerging trends but also enhances their overall service delivery.
For AmiViz, partner enablement lies in fostering collaboration and offering continuous training. Mohammed outlines their efforts: “We’ll continue to empower our partners by offering cutting-edge cybersecurity solutions, joint marketing initiatives, and real-time support.” By focusing on emerging trends such as AI-driven security and automation, AmiViz ensures its partners are equipped to deliver future-proof solutions.
Mindware takes a multifaceted approach to partner enablement. Jarre shares that Mindware is investing in specialized training facilities across the UAE and KSA, equipping partners with actionable expertise. “With a certified training arm spanning multiple vendor ecosystems and a team of 60+ solution and pre-sales experts, Mindware empowers its partners to deliver differentiated value propositions,” he explains. This comprehensive enablement strategy not only prepares partners for the evolving technology landscape but also fosters a strategic partnership for future success.
The Road Ahead for IT Distribution in the Middle East
The IT distribution landscape in the Middle East is undergoing a significant transformation as distributors align their strategies with the growing demand for AI, IoT, and edge computing. Companies like CyberKnight, TRINEXIA, AmiViz, and Mindware are setting benchmarks by adopting innovative approaches to distribution, supply chain management, and partner enablement. From Zero Trust Security frameworks to AI-driven supply chain enhancements, these organizations are paving the way for a robust and dynamic IT ecosystem in the region.
The collective focus on education, collaboration, and technological innovation is a testament to the Middle East’s potential as a hub for IT advancement. By addressing the unique challenges of emerging technologies and empowering partners with the tools and resources they need, IT distributors are not only meeting current demands but also shaping the future of the industry. As 2025 unfolds, the region’s IT distribution sector is poised to play a pivotal role in driving digital transformation, fostering innovation, and delivering value across the technology spectrum.
