ASHRAF YEHIA , MANAGING DIRECTOR , EATON MIDDLE EAST
Q & A
EDITOR ’ S
SHOULD REGIONAL CHANNEL PARTNERS INCLUDE ONLINE MARKETPLACES IN THEIR GO TO MARKET STRATEGIES AND WHAT ARE THE OPPORTUNITIES AND CHALLENGES AROUND THIS MOVE ?
Prior to the pandemic , experts had predicted that online marketplaces would replace the traditional B2B transactional model . However , the pandemic has accelerated this shift , leading to an increase in deployment of online marketplaces over the past few years . Executives from Eaton , Mindware , and Texub share their perspective .
ASHRAF YEHIA , MANAGING DIRECTOR , EATON MIDDLE EAST
Channel partners look to their vendors for support in times like this in the form of easy-to-manage partner program provides that support – in the form of solutions , training , and lead and demand generation activities – while allowing them to focus more of their time on supporting the needs of their customers in these uncertain times .
During the pandemic , with global restrictions , people resorted to online
The channel industry has experienced a disruptive couple of years , primarily due to the pandemic with uncertainty on all fronts , impacting the supply chain . One of the effects of these supply chain issues is that it is becoming harder for channel partners to forecast with any accuracy . Customer projects typically require multiple components .
But if one of those components is missing , the whole project must be put on hold . Without knowing when that component is likely to be delivered , it is difficult to advise the customer on how long it will be before they can expect their project to be completed .
Channel partners will need to adapt their processes to be more agile to the rising demands and the deadlines they must meet to ensure customers receive products on time . shopping and e-commerce . With the success of e-commerce , many companies were not prepared , especially in our industry . But as we have seen over the past few years , there are opportunities particularly with digital transformation .
Channel partners will need to adapt their processes to be more agile to the rising demands and the deadlines they must meet to ensure customers receive their products on time . Partners will also need to have the right personnel in place to meet the continuing demands of e-commerce . They will need to be adept at digitalisation but have a customer-centric approach .
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