FUTURE TECHNOLOGY
and are able to drive their businesses.
It is also important for VAD’s to
have an attractive incentive and reward
programmes to encourage partners to meet
and exceed their goals, while keeping
track of their training and certification
updates. VAD’s who have moved beyond
box-moving towards a more service-
driven business model have found
.S
.
Pa
ra
g,
great success, as they are able to deliver
value to their customers and partners.
There is a great need for being able to
provide efficient professional services to
help partners complete their customer
Ma
nag
ing D
ire
A strong distribution
system and competent
reseller base is crucial
to reach the right
customers at the right
time, with the right
product and solutions.
ctor, FVC
K.S. Parag
The VAD space in the Middle East is highly
competitive and so in order to be successful,
a VAD should firstly know the factors driving
technology adoption, the market forces and
product demand.
Having a strong vendor portfolio and a
highly skilled technical, sales and services
team forms the foundation of the VAD
business and provides them with the
opportunity to enable partners to upsell and
cross-sell solutions. VADs can then choose
to either provide value or volume products
based on their expertise and focus.
A strong distribution system and
competent reseller base is crucial to reach
the right customers at the right time, with the
right product and solutions.
Today, differentiating yourself in a
competitive marketplace is foremost about
having a skilled and certified workforce – this
not only helps convince vendors of the VADs
capabilities and commitment, but also builds
trust with customers. VADs should work
closely with its partners to understand what
their challenges and requirements are and put
forward plans to not only help them achieve
their goals, but also stay profitable. Ensuring
that their competency and certification levels
are of the highest standards is key, so that
they are very much aligned with the vendor
INTELLIGENT TECH CHANNELS
INTELLIGENT
TECH CHANNELS
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