ENTERPRISE TECHNOLOGY
in terms of requiring super customisation.
But we don’t offer one product off the
shelf that fits all. We have the flexibility to
meet clients’ requests and, honestly, our
customers are our inspiration.
So sometimes based on an experience
we had in Bahrain, for instance, we are able
to provide a service to someone in Jordan
or Saudi or Lebanon that they didn’t think
was possible.
Having multi channels in different
territories can sometimes create
opportunities due to similar requirements
between different countries.
How important are channel
partners in enabling customers’
Digital Transformations?
represent have a very good, solid understanding of the territories
they’re in. They start to provide the vendors, or us, for instance,
with input on what needs to be done to customise our products and
services to meet the market requirement.
The key here is understanding the market dynamics of each
territory and having a channel that’s present on the ground that’s
very aware of what’s happening.
As a vendor we sometimes provide some information based on
partnerships and alliances, we have with market research companies.
And if you marry that with local knowledge and local understanding
of the market then the first step will be achieved – which is
understanding the market and figuring out what needs to be done to
cater to the needs of this market in the best way possible.
And then it will be up to the vendor or up to us to really have clear
discussions with the channel to see whether it’s possible to customise
the product or service to meet the market requirement.
And based on our experience, usually in this part of the world, the
requirements are very similar and there’s nothing out of the ordinary
INTELLIGENT TECH CHANNELS
Issue 19
Alyaha says a
solid partner
programme
ensures partners
have the right tools
to bring services
and products to the
market in the best
possible way
Our channel, as part of continuous
development and accreditation
programmes, understands that the first
step as [to meeting] a clients’ requirement
is understanding their business and
assessing it properly.
The assessment process is done between
our channel or distributor and the partner.
Once the assessment is complete, we
have discussions with the client to explain to
them the findings of the assessment and to
verify that the findings are correct.
The second stage would be designing the
right solution for the client.
The design will detail some of the
benefits they will receive, whether it’s
operational benefits or financial benefits,
and once that is presented to the client
and is approved, we start with the
implementation process.
Finally, we move to the management
process and the continuation of managing
the entire experience or solution.
This approach applies not only to Digital
Transformation but any other process or
service we provide to our clients.
So, if you ask anyone in the channel what
the process is, they will be able to articulate
the same message I’m giving because that’s
how we go about doing our business.
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