Sascha Giese, head geek, So­larWinds, talks about the com­pany’s IT man­age­ment so­lu­tions and how the com­pany is strength­en­ing its busi­ness and ex­pand­ing foot­print in the Mid­dle East.

Channel Middle East - - Industry View -

What part­ner ini­tia­tives are you rolling out in the Mid­dle East for your chan­nel and which coun­tries are key for So­larWinds’ growth?

SASCHA GIESE: We be­lieve our chan­nel part­ners are a com­ple­ment to our route-tomar­ket. Our dis­tri­bu­tion part­ners can help ex­tend our net­work cov­er­age across the Mid­dle East re­gion, as­sist­ing us in reach­ing a broader au­di­ence of po­ten­tial re­sellers who can pro­mote and de­liver So­larWinds prod­ucts to their cus­tomers. We are cur­rently work­ing with two key dis­trib­u­tors in the re­gion: Spire So­lu­tions and Clever.

The Mid­dle East is see­ing adop­tion of emerg­ing tech­nolo­gies, like ar­ti­fi­cial in­tel­li­gence (AI), blockchain, ma­chine learn­ing, and ac­cel­er­ated ac­cep­tance of smart cities. How is So­larWinds con­tribut­ing to this?

SG: Smart cities, as well as AI and ma­chine learn­ing, re­quire the col­lec­tion of data. In fact, this is the so-called “big data.” So­larWinds so­lu­tions can help en­sure the health and avail­abil­ity of the data col­lec­tion points, the stor­age of the data, as well as the con­nec­tions in be­tween.

Just in terms of AI, where is the level of de­bate among your peers? SG: AI is a hot topic, of course. There are end­less pos­si­bil­i­ties and we see more and more use cases com­ing up. While there’s cer­tainly a hype, and some of these use cases will dis­ap­pear quickly again, some cases are valid and help­ful. We are just scratch­ing the sur­face, and we ex­pect great things to hap­pen in the near fu­ture.

How are you help­ing chan­nel part­ners and end-user clients tackle the lo­cal skills short­age, espe­cially around emerg­ing tech­nolo­gies, such as AI and blockchain?

SG: While our busi­ness isn’t di­rectly con­nected with tech­nolo­gies such as AI and blockchain, we are in­volved on a more ab­stract level. For ex­am­ple, any su­per­vised ma­chine learn­ing process that could be con­sid­ered AI, is ba­si­cally a process run­ning some­where, and con­sum­ing re­sources, and keeps on talk­ing with other el­e­ments. We pro­vide tech­nol­ogy that cov­ers the un­der­ly­ing ar­chi­tec­ture, pro­cesses and com­mu­ni­ca­tions.

Many com­pa­nies in the re­gion are just tack­ling the ba­sics of dig­i­tal transformation. How quickly do you see com­pa­nies in the re­gion adopt­ing tech­nolo­gies such as AI and blockchain in the Mid­dle East?

SG: The prob­lems they were re­port­ing are more tra­di­tional, since they are ex­pe­ri­enc­ing is­sues with band­width, and of course stor­age. Both prob­lems are very real, very costly and very global. The ba­sics need to be sorted out first, fol­lowed by any other dig­i­tal transformation topic and then a mean­ing­ful de­ploy­ment of AI could be

Ar­ti­fi­cial in­tel­li­gence is a hot topic, of course. There are end­less pos­si­bil­i­ties and we see more and more use cases com­ing up.


De­spite end­less in­dus­try hype for its po­ten­tial, our “IT Trends Re­port: The In­ter­sec­tion of Hype and Per­for­mance,” re­vealed that just 8% of UK IT pro­fes­sion­als sur­veyed were pre­pared to hail it as the most im­por­tant tech­nol­ogy to an IT or­gan­i­sa­tion’s strat­egy to­day. What’s more, this num­ber only in­creased to 15% when IT pro­fes­sion­als were asked the most im­por­tant tech­nolo­gies for dig­i­tal transformation over the next three to five years.

Which in­dus­try ver­ti­cals do you see em­brac­ing these tech­nolo­gies quickly and why?

SG: Blockchain of­fers truly ben­e­fi­cial ad­van­tages in many in­dus­tries, even as fi­nan­cial ser­vices put it through early pro­duc­tion use cases. These range from cross-bor­der pay­ments and share trad­ing, to smart con­tracts and iden­tity man­age­ment.

What can your chan­nel part­ner com­mu­nity and end users ex­pect from So­larWinds, and why should they con­tinue work­ing with your com­pany? SG: So­larWinds pro­vides pow­er­ful and af­ford­able IT in­fra­struc­ture man­age­ment soft­ware; we make IT look easy. Sim­ply put, we work to help tech­nol­ogy pro­fes­sion­als solve to­day’s IT chal­lenges. Our re­la­tion­ship and en­gage­ment with the IT com­mu­nity gives us in­sight and un­der­stand­ing we rely upon to de­liver prod­ucts de­signed to solve IT man­age­ment prob­lems the way tech­nol­ogy pro­fes­sion­als want them solved. We foster this re­la­tion­ship through our daily en­gage­ment on THWACK, our on­line com­mu­nity of over 150,000 reg­is­tered mem­bers.

Our chan­nel part­ners are an ex­ten­sion of our team. We work closely with them, shar­ing in-house ex­per­tise and prod­uct knowl­edge. Our part­ners can also ac­cess live in­per­son, free train­ing in our an­nual EMEA So­larWinds Part­ner Sum­mit.

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