FUTURE TECHNOLOGY of the responsibility lies with them .” Menon said the channel leaders from the vendor community are also improvising on their social skills for reaching out to resellers , use online channels to enable , guide and grow their reseller business and thus help them in the pursuit . “ Check Point Software has a strong enablement , training and certification programme for resellers to acquire the necessary skill sets to address the modern cybersecurity challenges faced by organisations which is extensively leveraged by our channel partners ” he said . According to Zakhour , resellers need to firstly provide an environment that entitles individuals to have time to learn and develop or build their skills . “ Some resellers hire individuals with the expectation that they meet and exceed their specific goals ; generating revenue is important , but if your individuals are not ready and have the capabilities and the confidence of selling a specific solution it would be a futile effort and would result in no achievement . At the core is skills
Vlad Postelnicu , Director Alliances and Strategic Partnerships , Software AG development and encouraging the culture of learning ,” she said .
The tech talent squeeze in the channel means resellers must build deep leadership benches . In an environment where IT talent is scarce , integrating partner training and certifications into an employee ’ s career path can be tricky given the high levels of staff poaching in the IT channel .
Vlad Postelnicu , Director Alliances and Strategic Partnerships , Software AG , said there are many partner organisations that can cover many different technologies provided by a variety of software vendors . Postelnicu said customers are looking at IT implementations that are very focused and specialised . “ It is no longer a market where customers are buying for the sake of a ‘ buzzword ’ such as IoT or AI but buying to fit a purpose of the digital projects that actually upscale their overall business . Therefore , instead of scrambling to get trained and certified across the board , resellers must aim to become specialists ” he said .
Postelnicu said Software AG works closely with resellers and its professional services teams to enhance those skills and capabilities and convert some of the resellers into Software AG partners as a part of the company ’ s proprietary programmes based on changing customer requirements . “ Again , it is important to realise that the ‘ jack of all trades ’ approach is redundant in the