NASSIF YAZBECK has been able to take on challenging roles , learn new skills , develop knowledge and expertise in his field . Nassif is proud of the progress he has made and the impact he has had on his organisation .

Nassif Yazbeck , Channel Sales Director METCA , Vertiv

In his current job role at Vertiv , Nassif manages the channel business in the Middle East , Turkey , and Central Asia . One of the aspects he finds somewhat challenging is implementing Vertiv Go-to-Market strategy across the region . It requires careful planning and coordination to ensure that Vertiv strategy aligns with the unique market dynamics and customer needs in each of these areas .

Additionally , delivering the best-in-class solutions to Vertiv channel partners poses another challenge . It requires continuous collaboration and effective communication to provide them with the right products and services that meet their needs and help them succeed in their markets .

What is your management philosophy ?

Regarding his management philosophy , Nassif believes in creating an environment of trust , respect , and collaboration . Nassif aims to empower the team to take ownership of their work and to be creative and innovative in their approach .

Nassif strives to create an atmosphere of open communication and feedback , and to foster an environment of learning and growth . Nassif also believes in setting clear expectations and providing the necessary resources and support to help the team reach their goals .

Can you explain how your company works with channel partners ?

Vertiv GTM strategy in this region follows an indirect approach , and their channel business is segmented into two categories : volume and value .

For volume , Vertiv collaborate with a wide network of resellers who offer competitive products . They prioritise local availability to ensure swift delivery and provide comprehensive marketing support to their resellers . In terms of value , Vertiv focus lies on the mid-market segment , where they partner with Value Added Resellers . Vertiv work closely with them to design and deliver tailored solutions that perfectly meet the needs of their customers .

They provide their partners with multiple avenues to promote and sell their products , including online stores , physical retail locations , IT resellers , and their own dedicated sales team . Furthermore , they equip their partners with marketing materials , training resources , and ongoing support to enhance their success in the market . Additionally , they offer incentives and rewards to acknowledge and appreciate their partners ’ efforts in driving the promotion and sales of their products .

How do you ensure channel partners flourish in a competitive market ?

To ensure channel partners flourish in a highly competitive market , Vertiv ensures that their partners are equipped with the necessary tools , training , and support to comprehend the pain points of customers . This empowers them to design and deliver customised solutions that effectively address the specific requirements of the customers . Furthermore , Vertiv enable their channel partners to offer turnkey solutions by seamlessly integrating ICT components and infrastructure into a unified solution .

62 www . intelligenttechchannels . com