Intelligent Tech Channels Issue 51 - Page 61

CHANNEL CHIEF

AMINE SADI is Regional Sales Manager , Channel Sales , MENAT at Milestone Systems , a company that aims to make the world see by giving people the power to understand video surveillance and data . Said talks about his current job role and how Milestone Systems is developing its video surveillance business and working with channel partners in the Middle East , North Africa and Turkey ( MENAT ).

dDescribe your current job role and the parts that are somewhat challenging ? I am the Milestone Systems regional and channel sales manager , currently managing the Middle East , North Africa and Turkey ( MENAT ) regions . I am responsible for a great team of channel managers in all of the territories . Some of the challenges of the job are the geographical expansions of the region , with or without travel .

Can you explain how your company works with channel partners ?
At Milestone Systems , we have a channel partner programme that we strictly adhere to . The partner programme is based on annual revenue and technical competence of the partner . We hold the annual ‘ Partner Business Reviews ’ with all of our partners , to ensure that we can all arrive at a common platform where we can support each other .
There are three trends that I have been noticing emerging lately , the platform approach , intelligent video analytics and cloud-based solutions .
How do you ensure channel partners flourish in a highly competitive market ?
Today ’ s marketplace is extremely competitive . In such an environment , our Partner Business Reviews are the pillars on which we build our business . We regularly hold technical engagements with each partner and ensure that they are up to date with our product line . Training becomes a key element as our partners are usually not only selling our products and services , and we expect them to be solution providers to the end customer . Our pre-sales and post-sales teams also work on assisting the channel partners with what they need , in order to stay ahead of the curve . I think treating them as partners , listening to their concerns , feedback and intel has been critical to our success .
What are the latest trends you see emerging across the channel ?
There are three trends that I have been noticing emerging lately , the platform approach , intelligent video analytics and cloud-based solutions .
Platform approach : The world is looking for collaboration and not competition today . Every business is looking for a way to be a solution provider to their end consumers by integrating with partners , suppliers , and consumers .
Intelligent video analytics : We can see that the market for real-time information is growing with businesses being even more dependent on video intelligence . The need for these kinds of dashboards in the ‘ now ’ to aid business intelligence will continue to grow .
Amine Sadi , Regional Sales Manager , Channel Sales , MENAT , Milestone Systems
INTELLIGENT TECH CHANNELS 61