Intelligent Tech Channels Issue 45 | Page 35

FUTURE TECHNOLOGY 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 ,” she said . “ 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 .”
Lisa Strydom , Senior manager , Veeam , noted that one of the strategic differentiators of Veeam is that it is industry agnostic and not vertical specific , which allows the channel ecosystem to target customers across all sectors that they are focused on or specialists in . “ We do however , have some industry specific focus areas
Andrew Cruise , Managing Director , Routed we target through marketing initiatives to drive various parts of our business . As an example , FSI is important for us to build our enterprise business ,” she said .
Given the competitive nature of the channel business , channel partners are being urged to distinguish themselves and their organisations if they are to grow sales in the current business climate .
Stephan Tallent , Vice President , Managed Security Service Providers , Cybereason , said service is key . “ Customers of all sizes are looking to convert technology selection , management and ongoing support into a service and service is all about people . Channel partners should focus on building exceptional service offerings backed by their people ,” he said .
Hayward Rose , Channel Lead , Cisco agreed with Tallent on service and added that : “ For us the adoption of cloud has created new opportunities for our partners . Customers need to connect to the cloud securely as well as have the ability to manage and monitor applications in the cloud to ensure their customers are receiving the best application experience . Cloud