Intelligent Tech Channels Issue 24 | Page 33

FUTURE TECHNOLOGY and are able to drive their businesses. It is also important for VAD’s to have an attractive incentive and reward programmes to encourage partners to meet and exceed their goals, while keeping track of their training and certification updates. VAD’s who have moved beyond box-moving towards a more service- driven business model have found .S . Pa ra g, great success, as they are able to deliver value to their customers and partners. There is a great need for being able to provide efficient professional services to help partners complete their customer Ma nag ing D ire A strong distribution system and competent reseller base is crucial to reach the right customers at the right time, with the right product and solutions. ctor, FVC K.S. Parag The VAD space in the Middle East is highly competitive and so in order to be successful, a VAD should firstly know the factors driving technology adoption, the market forces and product demand. Having a strong vendor portfolio and a highly skilled technical, sales and services team forms the foundation of the VAD business and provides them with the opportunity to enable partners to upsell and cross-sell solutions. VADs can then choose to either provide value or volume products based on their expertise and focus. A strong distribution system and competent reseller base is crucial to reach the right customers at the right time, with the right product and solutions. Today, differentiating yourself in a competitive marketplace is foremost about having a skilled and certified workforce – this not only helps convince vendors of the VADs capabilities and commitment, but also builds trust with customers. VADs should work closely with its partners to understand what their challenges and requirements are and put forward plans to not only help them achieve their goals, but also stay profitable. Ensuring that their competency and certification levels are of the highest standards is key, so that they are very much aligned with the vendor INTELLIGENT TECH CHANNELS INTELLIGENT TECH CHANNELS Issue 24 33