Q & A
EDITOR ’ S
Finding and retaining the right IT talent by reseller organisations is hampering partner training and certifications , and the trickle-down effect is being felt and mirrored by the not-so-rosy sales figures .
To remedy this situation , solution providers should , among other things , reevaluate their channel training needs . Different categories of resellers need different types of training to market their products better . By determining what type of training works best for different channel resellers , vendors can help their partners to overcome any challenges .
BOB AOUN , REGIONAL SALES DIRECTOR , MEA , POLY
By determining what type of training works best for different channel resellers , vendors can help their partners to overcome any challenges .
In the wake of a global health crisis , upskilling , reskilling , and training has become a necessity and to an extent , a survival tactic . Emerging issues and trends across industries coupled with the ballooning uptake of automation and integration have driven many executives to either upskill , reskill or train to acquire more knowledge in a bid to remain relevant .
Training , reskilling or upskilling should not be left to one party . It ’ s a shared responsibility with all the channel parties ( vendors , distributors and resellers ) involved playing a crucial part in ensuring that channel talents acquire the right skills set to meet emerging needs of the consumer and broader market trends .
On a weekly basis , we have more than 20,000 partner contacts logging in , reviewing and downloading useful information from our Poly portal , demonstrating how important it is for vendors to support their partners in their sales and skills development efforts .
Cloud computing , Machine Learning , data science , software engineering and cybersecurity are some of the notable growth drivers for many organisations . Emerging market trends and the everevolving customer preferences dictate the use and deployment of data-backed marketing strategies to generate leads and boost conversions .
Digital solutions such as cloud computing , Machine Learning and cybersecurity have become a must-have for businesses in the region . Poly is at the forefront in ensuring that all our internal and external teams are adequately trained in the respective digital disciplines . By doing so , we are equipping them with the necessary know-how to tackle and solve modern digital challenges .
Aside from that , the role of channel leadership is steadily gathering momentum in the Middle East and Africa ( MEA ) mostly due to the fact that the region-specific business environment has forced marketing channels to move towards vertical integration and long-term relationships with channel members . Regional resellers are now moving with speed to ensure that they quickly identify and single out any imminent deficiencies that might impede channel members ’ perceptions , motivation , abilities and environmental conditions that could adversely affect their overall performance .
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