Nasri Nassereddine, Regional Vice President – Middle East, Türkiye and Africa, Cumulocity
PARTNERS’ PERSPECTIVE
Fred Crehan, Area Vice President Growth Markets, Confluent
Shane Grennan, Senior Channel Director, Middle East and Türkiye, Fortinet
Narayanan Venkataraman, Head of Channel Middle East, Saudi Arabia, Africa, HP
Sourabh Sikdar, Channel Manager, Middle East and Africa, Liferay
Thomas Kaiser, Senior Director of Partners EEMI, NetApp
truly sets a partner programme apart,” stresses Crehan.
What matters most to channel partners is the ability to grow their business confidently. That means having access to clear training paths, meaningful incentives, and tools that help them stand out.
“ The structure is flexible enough to support different partner types, but focused enough to drive real outcomes. When partners feel supported technically and commercially, and when the programme helps them have more strategic conversations with customers, that is when it truly delivers value,” says Fortinet’ s Grennan.
“ AI is becoming a critical tool for businesses looking to innovate and enhance customer experiences. For channel partners in the HP Amplify Partner Programme, the most important aspects are the AI-focused
For most partners, the real value lies in support that goes beyond just selling a product.
training and access to AI experts,” says Narayanan Venkataraman, Head of Channel Middle East, Saudi Arabia, Africa, at HP.
With the recent expansion of the HP Amplify AI programme, partners now have new customer use cases, personalised AI pathways, and advanced training opportunities, such as the HP NVIDIA Technical Sales Strategy AI Workstation MasterClass.
The new condensed training path for partner executives includes practical, bite-sized videos that highlight the tangible business benefits of AI, helping partners
make informed decisions and engage effectively with customers.
“ Regular and easily accessible enablement and training material are critical to keep partner teams up breast with the new product upgrades and implementation best practices. Combined with industry insights, these elements enable partners to grow their businesses and enhance competitiveness in the digital experience market,” says Sourabh Sikdar, Channel Manager, Middle East and Africa, at Liferay.
What matters most to partners is clear value. This means easy access to enablement, strong incentives that reward outcomes and the ability to differentiate in a crowded market. When training leads to real confidence in front of customers and when the programme supports both technical and commercial teams, that is
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