FUTURE TECHNOLOGY
number of security vendors is a lot higher,
and it is active in educating its channel
community and trying to skill them up.
“Our return to a vendor and our focus on
a vendor is different. Our technical skills
in enabling a channel community and
our technical skills around helping our
channel undertake proof of concepts and
implementation training is very strong
and that allows us to keep the ecosystem
happy,” explains Vivian Gevers, Managing
Director, Credence Security.
Credence Security differentiates its
cybersecurity training from others in a
number of different ways. “We need to be
able to offer local training where we can
have smaller class sizes. We cannot always
get eight to twelve people in the room. So,
for a lot of vendors, they postpone training,
sometime after six months, since they
cannot get enough people. Trained people
on the ground in Saudi Arabia, Dubai and
Qatar allows us to have four to six people
in the classroom, which allows the training
Working with
channel partners
comes with a
unique set of
challenges;
the most
problematic of
which is typically
the inherent
knowledge gap.
to happen. We found that very positive.
We are also offering Arabic training, which
no other vendors especially from the US
or Europe can offer, so that is something
that we are doing differently,” says Garreth
Scott, Director of Sales, Credence Security.
“A good partner will invest in skills
in the products that they sell in the
medium to long term. This allows them to
differentiate from someone else. If the end
customer is going to buy a product, and
one partner is certified, trained and able
to offer on-site support, that will be the
partner who wins the business. We want
to help enable our partners to be able to
provide that on-site technical support,”
adds Scott.
While skills certification is one of
the main drivers of training, Praveen
Joseph Vackayil, Cyber Security Trainer
and Consultant, Ingram Micro, a global
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