Q & A
EDITOR ’ S
While the value of supporting channel partners in developing skills and expertise is undeniable , there is an argument against certifications being the most effective way to achieve this . Any channel organisation would be quick to tell you just how much of an investment it is – in terms of costs as well as person-hours – to ensure resources are certified .
Not just this , many vendor partner programmes link the partner ’ s tier level to the number of certified resources they have on staff . Fulfilling this requirement can be very tricky as it sometimes requires skilled resources to be focused on getting recertified when in actuality , their skills may be urgently required in project delivery efforts .
Kissflow has broken the mould with the partner programme launched in the UAE last year . Kissflow has intentionally avoided creating certifications while still investing heavily to provide partners with all the resources they need to develop the highest levels of technical competency in the area of Low-code .
Even the benefits of the programme are not in any way tied to the number of trained resources a partner has . Instead , all partners that sign up with us gain unrestricted , free access to Kissflow Academy . This academy
SUJAY PATIL , REGIONAL DIRECTOR MEA , KISSFLOW
plays a pivotal role by offering free , extensive training resources to stakeholders , and supports continuous learning and skill enhancement , which are critical for maintaining high levels of platform proficiency and innovation .
It is important to recognise that while fostering skills development in this manner is essential , it is just one part of a broader ecosystem that is required for empowering partners to deliver added value .
PRASHANT MENON , CHANNEL LEADER UAE , CHECK POINT SOFTWARE MIDDLE EAST
Continuous learning ensures partners stay informed about the dynamic cybersecurity landscape . Certifications like Check Point ’ s Certified Information Systems Security Professional and Check Point Certified Security Expert contribute to partners ’ comprehensive skill sets , reinforcing their proficiency .
This not only empowers partners but also adds value to mutual customers , who benefit from a versatile and well-informed approach to security solutions in their purchasing decisions . Certification badges serve as valuable marketing tools , allowing partners to showcase their capabilities and further promote their offerings .
Operational efficiency is also critical . Providing partners with portals and applications can streamline processes such as training , access to subject matter experts , and real-time management . An example of this is Check Point ’ s revamped partner app that offers instant access to training and deal registrations , enhancing partners ’ ability to deliver timely and effective solutions .
While skills certifications are fundamental , they must be complemented by comprehensive support systems . This holistic approach ensures that channel partners are well-equipped to provide exceptional value , drive mutual growth , enhance client satisfaction , and successfully navigate the ever-evolving cybersecurity landscape .
Beyond certifications , delivering added value involves robust support through streamlined partner programmes that include transparent pricing , cumulative discounts , and incentives for efficient deal registration . These elements of Check Point ’ s partner programme are designed to help partners increase their deal closure rates and drive business growth .
For instance , the new pricing model offers significant discounts and deal protection on renewals , ensuring that partners can offer competitive pricing while maintaining longterm customer relationships .
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