Dubai-based security VAD SPECTRAMI has kept rather busy in the past year with buyouts, geographical expansions and distribution deals. Speaking to Channel Post, the Managing Director of SPECTRAMI, Anand Choudha explains how the company has grown over the past year and their plans going forward.
SPECTRAMI signed up with a number of new vendors in the Middle East over the course of the year. In order to complement its expansive security portfolio, the company has added niche products from Attivo Networks, Micro Focus, TITUS, Contrast Security and Array Networks. “We are excited about the opportunities that these partnerships have opened up for us while extensively enhancing our existing portfolio. On our part, we continue to work closely with our vendors to ensure that channel partners receive strong pre-sales, marketing, implementation and post-sales services,” he added.
We had an overwhelming increase of 300 percent in overall business last financial year and a phenomenal growth in our Blackberry and Red Hat business. We have fared well in Saudi Arabia, claiming some multi-million dollar deals in the Kingdom.
As the company continues to increase market reach, it has also strengthened its team by increasing headcount and adding new offices. “Following a 200% growth in Saudi, we have expanded our in-country team as well.”
Choudha attributes the success in Saudi to increased budgets in cybersecurity and emphasis on protection from next generation attacks. “We are fortunate to have the right set of products and solutions from leading vendors to offer these customers. In the Middle East, we are now also looking to expand our reach into Turkey.”
Talking about business in Africa, Choudha says that the continent is not yet mature enough for the kind of niche products that SPECTRAMI has to offer. However, we will be establishing our office in Egypt this year to lay the groundwork for when we have some vendors that can help us tap into this market effectively, he adds.
“We have significantly expanded our operations in Europe and organically setup our offices in the UK. Of special mention is our acquisition of NPC (Network Performance Channel), a leading networking, monitoring and security solutions VAD in Germany. This is in line with our ambitions to be a pan EMEA player and provide vendors across the region with a single platform.”
Post-merger, NPC has been rebranded to SPECTRAMI GmbH, which represents the third leg of SPECTRAMI’s three legal entities comprising of SPECTRAMI DMCC (ME), SPECTRAMI GmbH (Germany), SPECTRAMI Limited (UK). In Europe the company has created a strong foothold and operates from its head office in Germany with direct presence in Austria and Netherlands as well. We are trying to identify other potential acquisition targets and expect to close some deals soon.
In conclusion, Choudha says that he is already working towards their vision to make SPECTRAMI among the top 10 distributors in the security arena and grow the business to $100 million by 2020. The company is further looking to on-board new vendor partners that will provide the momentum for his target to achieve 120% growth in 2018.