ABDUL REHMAN TARIQ BUTT, REGIONAL DIRECTOR MIDDLE EAST, SOLARWINDS
Q & A
EDITOR’ S
The most practical way forward is to invest in certifications that reflect real-world capabilities. Beyond certifications, there is a growing need to train teams in network automation, cloud security, SASE, SOC operations, OT security, and now AI. These are areas where customers are demanding expertise and guidance.
Technical skills are just one aspect. For customer-facing teams, it is just as important to understand compliance frameworks, risk conversations, and business impact assessments. Certifications and training are not a box to tick and for serious partners, they are a way to lead conversations. Top executives from SolarWinds, Fortinet, Liferay, NetApp, respond.
In the region, we have seen hyperscalers like Microsoft, Google, Oracle, and AWS make significant investments, establishing cloud data centres that are rapidly reshaping how businesses approach IT infrastructure. The key takeaway for partners? These providers are not the competition; they are enablers who remove many of the traditional barriers to growth.
One of the biggest business advantages of cloud adoption is its billing flexibility. The old model of high upfront CapEx investments
IN THIS AGE OF DIGITAL PLATFORM ADOPTION HOW CAN CHANNEL PARTNERS MAXIMISE THEIR GAINS FROM VENDOR PARTNER PROGRAMMES? WHAT ARE THE TYPES OF TECHNOLOGY CERTIFICATIONS AND SKILLS UPGRADE PROGRAMMES THAT CHANNEL PARTNERS SHOULD PLAN FOR WITH VENDOR PARTNERS?
ABDUL REHMAN TARIQ BUTT, REGIONAL DIRECTOR MIDDLE EAST, SOLARWINDS
The opportunity is huge, but success depends on choosing the right vendors, embracing the cloud model, and positioning themselves as trusted advisors.
is giving way to a more manageable, customer-centric approach, with monthly billing and granular pricing structures based on per-user or per-device metrics.
This shift is a significant change for partners, allowing them to move away from large, one-time transactions towards predictable, recurring revenue streams. Customers benefit from this approach, as it gives them greater control over costs while ensuring they only pay for what they use.
For partners looking to remain relevant in this new cloud-first world, adapting their business model is crucial. It is no longer about selling standalone products but about delivering continuous value throughout the customer’ s cloud journey. That means
aligning with vendors who understand this transition and provide the right programmes to support it.
By collaborating with vendors who have built their cloud offerings from the ground up, partners can ensure they are not just reselling a product but leading their customers through a long-term transformation. The opportunity is huge, but success depends on choosing the right vendors, embracing the cloud model, and positioning themselves as trusted advisors in this era of digital evolution.
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