FEATURE DISTRIBUTOR OF THE FUTURE which means there’ s real headroom for partners who get positioned early.
The requirements are genuinely different from the Gulf. Partners in East Africa are often earlier in their technical maturity curve and need more hands-on enablement and financing
Partners who can package detection, response and resilience into a managed offering are the ones capturing the real margin in this category. support; regulatory and data-residency requirements vary significantly country to country; and logistics and in-country presence matter more given infrastructure constraints. We’ ve had to build our Nairobi operation with that reality in mind rather than exporting a Gulf playbook. It has to be a market-specific model, close to the ground.
Saudi Arabia continues to be one of the region’ s fastest-growing technology markets. How important is the Kingdom to Mindware’ s growth strategy, and how are you strengthening your local channel ecosystem there? Saudi Arabia is central to our growth strategy, it’ s arguably the fastest-moving technology market in the region right now, driven by Vision 2030, sovereign cloud investment, and a genuine appetite from both government and enterprise to modernise quickly. There’ s no
Philippe Jarre, CEO and President of Mindware version of our regional growth plan that isn’ t heavily weighted toward the Kingdom.
We’ ve been strengthening our local presence deliberately, investing in in-country resources, working closely with local regulatory requirements around data residency and localisation, and making sure our vendor and partner enablement programs are tailored to Saudi’ s specific pace and priorities rather than treated as an extension of our UAE operations. The partner ecosystem there is maturing fast, and our job is to make sure we’ re growing with it, not catching up to it. •
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