CHANNEL CHIEF
Channel partners can disrupt the market by moving beyond traditional reselling and offering end-to-end solutions, managed services, and consulting expertise. While a key to their success is investing in technologies like AI, cloud computing, and cybersecurity. Building strong, personalised relationships with customers and nurturing vendor partnerships are essential for growth, advises Raid Shahin.
dDescribe your current job role and a summary of the business model of your organisation? As the General Manager of GBM Qatar, Raid’ s strategic vision helps to shape the organisation’ s direction, allowing it to anticipate market shifts and technological advancements. Under his leadership, a strong emphasis is placed on fostering a collaborative environment, ensuring clear and consistent communication across all levels. By cultivating strong connections within the broader ecosystem, Raid focuses on building robust relationships with clients, vendors, and partners. This network not only facilitates the identification of key opportunities but also enables efficient resource utilisation and the ability to navigate a complex business landscape, ensuring sustained growth and success. GBM Qatar’ s business model focuses on innovation, customer-centric solutions, and strategic partnerships, positioning the company to adapt and thrive in a rapidly evolving market.
What are your strengths and abilities that you bring to the above role?
With over 30 years of experience as a technology leader, Raid’ s strengths lie in strategic forecasting, leadership, and communication. He excels at anticipating market trends and setting a clear direction for GBM Qatar. His leadership abilities help to drive teams toward success, fostering a culture of collaboration and innovation.
Additionally, he is skilled in communicating effectively with diverse audiences, ensuring alignment across all stakeholders. Raid’ s capability to build and maintain robust relationships within the ecosystem enables the creation of a thriving network of partners, clients, and team members, contributing to long-term success.
Please describe the opportunities and challenges that exist for channel partners in your market?
Qatar’ s digital transformation, driven by Qatar National Vision 2030, offers significant opportunities for channel partners. Key sectors such as cloud computing, AI, cybersecurity, and smart cities are rapidly growing, creating demand for specialised IT solutions. The expansion of data centres and multi-cloud strategies also provides room for value-added services and system integration.
Challenges include increasing competition, evolving customer demands, and the need for specialised technical expertise. Additionally, compliance with data protection laws and cybersecurity regulations requires strategic alignment and investment. To stay competitive, channel partners must focus on differentiation, vendor collaborations, and continuous skill development.
Which technologies and innovations can make a difference to channel market dynamics in the near future?
Several emerging technologies will drive Qatar’ s channel market forward. Cloud computing and hybrid IT are at the forefront, with the growing adoption of multi-cloud environments requiring channel partners to
Raid Shahin, General Manager, GBM Qatar
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