Q & A
EDITOR ’ S
At NetApp , we encourage partners to look at business development from a supply chain performance point of view – in terms of how they manage their supply chain and sales , rather than simply generating a new sales pipeline . Partners must look at their installed base and determine how they can upsell to existing customers . They must also look at how they can reignite dormant customers , while simultaneously looking at targeting new customers .
To grow their business , partners must differentiate themselves so they can cater
MAYA ZAKHOUR , CHANNEL DIRECTOR – MEA , ITALY AND SPAIN , NETAPP
to a market or specific verticals in a given region . Additionally , partners must bank on strong solutions that will help customers address their most challenging pain points . With cloud driving the “ new normal ” workplace , NetApp encourages partners to understand how they can help customers manage and manoeuvre workforce mobility and collaboration tools , and how they can access and leverage data that is on the cloud or on-prem to ensure business growth . To this end , NetApp Private Cloud provides the agility and scalability with predictable performance for workloads with advanced automation to eliminate manual tasks . The main tool that gives partners an advantage is having a strong solution so they must start to think about not just positioning products but provide a service as well . We help our partners use a variety of exploration tools to identify and build a healthy sales pipeline . We provide them with active IQ tools , which helps them identify where they have opportunities with their existing customers or with the new customers . Partners must take the initiative
We help our partners use a variety of exploration tools to identify and build a healthy sales pipeline . of building their own AI tools to leverage their data and see where potential lies . Through our distributors we help partners build niche solutions , where the distributor becomes a key player in providing added value by managing marketing campaigns and logistics and helping achieve a stronger ROI by providing financial flexibility , and telesales expertise .
Support is a key word here and vendors and distributors must work together to invest in providing partners with tools that will help them grow their sales . At NetApp , we ’ ve built specific campaigns that partners can leverage . We also support them if they want to run their own campaigns and strategic initiatives . We also have a strong partner programme in place to help partners make the most of businesses development tools such as training , deal registrations and incentives . Through our distributors we help partners build niche solutions , where the distributor becomes a key player in providing added value by managing marketing campaigns and logistics , and helping achieve a stronger ROI by providing financial flexibility , and telesales expertise .
Looking ahead , opportunity lies within each industry vertical and partners must consider their expertise in each particular vertical – this is their key differentiator .
Training and certifications are crucial when partners are focused on growth . It helps them develop the necessary skills to sell solutions and understand customer requirements . Investing in certifications also shows a partner ’ s commitment to the vendor , and in turn they receive additional incentives and assistance in helping grow their business .
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