CHANNEL CHIEF
ME
MOHAMMED ABU SHMAIS is Sales , Business Development & Alliance Director at Technology Strategies Middle East ( TSME ). He tells us about the importance of working with capable teams and dealing with inspirational people , and how he works in a diversified market with varied business cultures .
Describe your current job role and the parts that are somewhat challenging ?
My role as the head of channel development in TSME , known as Alliance Development , involves building and expanding our customer and partner network in addition to increasing exposure for the brand among the target audiences across the GCC and Jordan .
A very interesting part of my role is working with the diversified market that requires me and the team to customise our approach and work differently with each customer , based on varied business cultures . This to me is not a challenge but an opportunity as it allows me to learn and understand the varied behaviours and adapt accordingly . It also requires assimilation and deeper understanding of market nuances as well as instilling agility as a core trait , while working with the ecosystem to customise offerings based on their insights and our core product offering .
Can you explain how your company works with channel partners ?
We follow a simple philosophy : ‘ Keep the channel of communication open !’ This simple , yet highly effective methodology , enables us to listen to them and their ways of business operations , while also empowering them to lead in their area . This two-way communication instils a relation of trust between us , thereby operating as our extended team in their region of operation . We genuinely believe in empowering them to handle the marketing for our products , support them whenever needed , shadow them in their efforts and delegate decision making to the channel in most cases for a fruitful and long-term partnership .
How do you ensure channel partners flourish in a highly competitive market ?
As our extended team , channel partners are a vital link of our operations and therefore we call them our ‘ alliances ’ which is selfexplanatory of their value and importance to our business . With a win-win and symbiotic relationship , we work towards collaborative gain that is comprehensive for both parties .
What are the latest trends you see emerging across the channel ?
There is major shift witnessed in channel business lately . Channel partners are immensely gaining a reputation of being
A very interesting part of my role is working with the diversified market that requires me and the team to customise our approach and work differently with each customer , based on varied business cultures .
Mohammed Abu Shmais , Sales , Business Development & Alliance Director , Technology Strategies Middle East ( TSME )
INTELLIGENT
INTELLIGENT TECH CHANNELS TECH CHANNELS Issue 35 59