CNME editor Mark Forker spoke to Yazan Jammalieh, Regional Gross sales Director, Center East, Turkey and Africa, at SCOPE to learn how the corporate is increasing its market presence within the area, its distinctive partnership with SOCRadar – and the way the capabilities its technical workforce is what differentiates the distributor from its rivals out there. 
Yazan Jammalieh is a distinguished IT chief with over 20 years of expertise within the Center East area.
Throughout this time, he held senior positions at corporations comparable to Barracuda and InfoWatch, however is probably greatest recognized for his work at SCOPE.
Within the early a part of his profession, he spent eight years at SCOPE, first as a product supervisor after which as the corporate’s regional enterprise growth supervisor.
In 2020, he rejoined SCOPE as Regional Gross sales Director for the Center East, Turkey and Africa – and performed a key function in serving to the IT distributor take pleasure in year-on-year progress within the META area.
In a fascinating and candid interview, Jammalieh kicked off the dialog by documenting his main roles and duties as Regional Gross sales Director for SCOPE.
“I’m answerable for managing the gross sales operations for SCOPE within the Center East, Africa and Turkey – and it’s my job to set the gross sales targets and set the KPIs for my gross sales workforce in all the important thing markets we’re current in world wide. area. I even have further duties comparable to taking part in a proactive function within the growth of our enterprise – and I work very carefully with our suppliers to make sure that we meet the set targets which were predetermined by them,” mentioned Jammalieh.
As we all know, the UAE has firmly established itself as a hotbed for brand spanking new innovation and know-how over the previous decade, and consequently, different Gulf international locations within the area have used the UAE as a template in an try to duplicate its success.
The adoption of rising applied sciences is a key element in large-scale transformation, and there was a tsunami of transformation within the Center East area.
Introducing new disruptive applied sciences is one other necessary a part of Jammalieh’s job at SCOPE.
“It is also a part of my job to introduce rising applied sciences to the area, so what I am making an attempt to do is decide what sort of applied sciences and options are lacking from the IT ecosystem within the Center East, Africa and Turkey and see how we are able to undertake these applied sciences to assist us overcome the challenges our prospects face. To do that, it’s crucial to concentrate on strategically partnering with the proper know-how suppliers. We offer excellence in core distribution companies to over 800 companions and 20 world know-how suppliers, complementing our product portfolio with devoted gross sales assist, product assist, technical coaching, logistics, advertising {and professional} companies,” mentioned Jammalieh.
Jammalieh then gave us a snapshot and perception into SCOPE’s market presence within the META area and past, and revealed that the biggest market by way of income can be the Center East area.
“We’re current all through the Center East, Africa and Turkey and now have some operations in Pakistan, India and Afghanistan. Nevertheless, our essential focus is principally on the Center East market. We’ve bodily workplaces in Dubai, Abu Dhabi, Riyadh and Jordan, however I might say our greatest market by way of income can be the Center East area,” Jammalieh mentioned.
Jammalieh mentioned that by way of the cyber safety panorama, the UAE market was very mature, however identified that Saudi Arabia was maturing quickly resulting from their formidable Imaginative and prescient 2030 financial transformation program.
The function of the Center East channel ecosystem was well-versed, however when requested what key credentials SCOPE appears for when deciding on its know-how suppliers, Jammalieh mentioned there are a variety of things at play.
“Our price is centered on deep-rooted strategic relationships with suppliers, collaborating carefully on go-to-market and channel technique. With a portfolio of world-class suppliers, our channel companions can entry established and rising know-how suppliers. We offer end-to-end assist from activation, pre-sales, post-sales, logistics, advertising and technical assist,” Jammalieh mentioned.
The MEA cybersecurity market measurement was USD 15.66 billion in 2018 and is predicted to achieve USD 31.82 billion in 2023, rising at a Compound Annual Progress Fee (CAGR) of 15.2% throughout forecast. The main progress elements for the MEA market can be the rising want to fulfill authorities and regulatory necessities and an rising degree of sophistication of cyber assaults.
“For us, pre-sales is a particularly necessary perform and we glance to our channel companions to find out what our prospects’ ache factors are and the way we are able to handle these points,” Jammalieh mentioned.
Curiously, Jammalieh mentioned the corporate is shifting away from conventional system integrators and is as a substitute on the lookout for channel companions to offer a session.
“In immediately’s local weather, we all know there are lots of points dealing with companies throughout the IT panorama, and one of the crucial pertinent is migrating to the cloud and discovering the proper cloud mannequin for your small business, however there are different points distinctive to every. Enterprise. So historically we’d work solely with methods integrators, however what we’d like now could be a marketing consultant, so basically we’d like our channel companions to take a extra consultative strategy,” Jammalieh mentioned.
Final yr, SCOPE signed a significant partnership with menace intelligence firm SOCRadar, which solely serves to strengthen its dedication to the safety companies and options it gives to its prospects.
“At SCOPE we’re very targeted on cyber safety and know that it’s a continuously evolving discipline because of the advanced nature of the threats that proceed to emerge. We consider SOCRadar’s menace intelligence idea and capabilities will turn into essential to companies of all styles and sizes, because it has the power to offer companies with the visibility they should handle threats in actual time, is a safety measure. measure, however it’s also proactive,” Jammalieh mentioned.
Jammalieh additionally revealed that 80% of their merchandise are targeted on safety and added that they now have a devoted cyber safety division.
“Whether or not you are an enterprise, medium or small enterprise, you want cyber safety insurance coverage. With our in depth expertise within the cyber safety house, we is not going to solely enable you to determine and acquire visibility into your weaknesses; however put your self heading in the right direction to mitigate threats and cut back your assault floor with our in-depth testing and auditing. We offer companies comparable to penetration testing, vulnerability evaluation, configuration evaluation, supply code evaluation and pink teaming,” Jammalieh mentioned.
Jammalieh additionally emphasised that safety is everybody’s accountability.
“We all know that safety is a big problem and as soon as it has turn into even deeper in our work from anyplace on this planet and threats are continuously evolving, so it’s important to have menace intelligence infused into your system to be proactive . 80% of our merchandise are targeted on cyber safety and the opposite 20% are based mostly on community efficiency. Consciousness is essential, and we have seen many of those phishing assaults happen internally. Safety is everybody’s accountability and we have to change the present mindset. Information is the brand new oil and informs your present and future decision-making, which is why knowledge loss prevention is so necessary for all companies in immediately’s local weather – and you have to successfully defend your property 24/7,” Jammalieh mentioned.
As for what actually units SCOPE aside from different rivals out there, Jammalieh believes that strategic partnerships that enable the group to supply cutting-edge know-how together with the capabilities of the SCOPE technical workforce actually give them an edge.
“Our technical workforce is second to none. They actually give us an edge and I am extraordinarily happy with them. As a distributor, we’re between the channel and the vendor, so we have to assist either side. We assist the seller and are in some ways an extension of what they do – and we assist the channel to assist them promote and ship their options. Our technical functionality, know-how, experience and belief is what actually units us aside from our rivals,” Jammalieh concluded.
