Hitachi Vantara continues to empower its channel ecosystem by aligning innovation with enablement. Al Patel, Head of Distribution Sales & Technical Alliances EMEA and Channel Sales Director MEA at Hitachi Vantara, spoke to TahawulTech.com and shared how the company’s partner-centric strategy is evolving to meet the region’s growing demand for AI and data-driven solutions. With initiatives such as the Fast Start Bundles (FSB), tailored enablement programmes, and performance-based incentives, Hitachi Vantara is helping distributors and system integrators expand their reach from mid-market to enterprise clients. Patel also highlights how GITEX Global 2025 provides a vital platform for collaboration — uniting vendors, resellers, and customers to accelerate innovation and strengthen the region’s AI-powered business ecosystem.
How is Hitachi Vantara evolving its regional channel ecosystem to empower partners with the AI and data solutions portfolio being highlighted at GITEX Global 2025?
Until recently, most AI projects focused on internal proof-of-concept use cases. Now, we’re moving toward full-scale, end-user deployments. With more than a century of domain expertise across energy, transportation, manufacturing, and finance, Hitachi Vantara brings deep operational and IT knowledge to the table. We categorise partners into three groups — those already delivering AI use cases, those in progress, and those just starting. For each, we provide tailored enablement programs. This includes helping advanced partners build AI-ready data centres and assisting newcomers through structured, hands-on engagement. Our goal is to ensure every partner can confidently deliver and scale AI use cases effectively.
What new initiatives or partner enablement programmes are you introducing to help distributors and system integrators accelerate enterprise transformation in the Middle East?
We’re 100% channel-driven in this region, and our new Fast Start Bundles (FSB) are designed to help partners tap into both enterprise and mid-market opportunities. These scalable solutions — available in small, medium, and large configurations — allow organisations to start at 15 terabytes and scale up to over 900 terabytes while maintaining enterprise-grade reliability. Alongside this, our channel incentive programs include rebates and stacked incentives for acquiring new customers. We also offer comprehensive training and enablement resources so partners can accelerate deployment and profitability while maintaining consistent technology standards across all customer segments.
What opportunities does GITEX Global 2025 present for strengthening collaborations and identifying new regional distribution models for Hitachi Vantara?
GITEX brings together every part of the ecosystem — from government and large enterprises to SMBs, vendors, and distributors. It’s the ideal environment to reconnect, exchange ideas, and explore collaborative models. The regional market is evolving rapidly, and no single player can deliver everything a customer needs. That’s why we’re fostering a more collaborative channel ecosystem, where partners work together to deliver integrated AI and data solutions. This year, our goal at GITEX is to build alliances that accelerate customer success, combining Hitachi’s global expertise with the agility and innovation of our regional partners.
Image Credit: Hitachi Vantara
