MUNA ISSA , SALES DIRECTOR HIGH VELOCITY , UK , IRELAND , MIDDLE EAST , AND AFRICA , HPE
Q & A
EDITOR ’ S
Digital transformation has revolutionised the sales models of channel partners predominantly through the advent of digital channels . This shift has necessitated a departure from conventional methods , fostering greater collaboration to facilitate a seamless customer service experience .
Augmented by data-driven insights , there has been a substantial surge in investments towards data analytics and market automation technologies . For channel partners who have adeptly navigated this changing landscape , it has opened up avenues for new opportunities and a notable increase in sales .
Utilising digital tools and technologies , channel partners can tailor customer interactions , offer self-service solutions , provide expert technical assistance , alongside training and educating customers . Furthermore , they can position themselves as trusted advisors , steering customers towards making well-informed choices .
The advent of digital transformation presents several challenges for channel partners , including increased competition from direct sales , skill shortages , limited
MUNA ISSA , SALES DIRECTOR HIGH VELOCITY , UK , IRELAND , MIDDLE EAST , AND AFRICA , HPE
resources , resistance to change , vendor misalignment , and evolving customer expectations . Channel partners that effectively address these challenges will thrive in the digital era .
To thrive in today ’ s ever-changing environment , channel partners must focus on being customer-centric , allocating resources to new technologies , establishing strategic alliances , fostering vendor relationships , empowering their workforce , and adopting agile methodologies .
They should aspire to become industry thought leaders and reliable advisors to their customers , showcasing innovation in their business strategies and committing to ongoing enhancement . Implementing these strategies will pave the way for channel partners to succeed in the digital epoch .
Digital transformation has expanded the scope for NetApp channel partners to provide added value in their sellout process . They can offer expertise in solution integration , data management , cloud migration , data analytics , security , compliance , managed services , and training .
Digital Transformation has had a significant impact on the sales models of channel partners . They have embraced cloud solutions , offering storage and data management services . Channel partners leverage data analytics and AI to provide advanced insights to customers . Partner enablement programmes ensure channel partners are equipped to sell and support NetApp solutions .
These additional services enhance the overall customer experience , drive customer satisfaction , and differentiate NetApp channel partners in the market .
While digital transformation brings numerous opportunities , channel partners in the Middle East face challenges related to technology adaptation , competition , talent acquisition , customer education , security concerns , customer expectations , business model transformation , and legacy system integration . Overcoming these challenges requires strategic planning , continuous learning , strong partnerships and customercentric approach .
Agility in adapting to evolving technologies , differentiation through unique value propositions , strong talent acquisition and retention , effective customer educations and support and the ability to address security and privacy concerns can ensure success .
Partner enablement programmes ensure channel partners are equipped to sell and support NetApp solutions .
MAYA ZAKHOUR , DIRECTOR CHANNEL SALES , EASTERN EUROPE , META , IBERIA AND LATIN AMERICA , NETAPP
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