Bruce Zhou, AXILSPOT
“Cost-effective project installation and deployment are undoubtedly required to reduce considerable technological expenses. To tackle these problems, SMEs notably require more comprehensive and tailor-made networking solutions that would ultimately increase enterprise efficiency.”
clear strategy to support your goals. Be flexible, bold, and agile and be at the centre, before competitions capture the customer mindshare.” He believes partners who use content marketing and social media platform to drive awareness with useful information by understanding buying patterns and requirements will be able to differentiate from competition. While knowing the industry and customers’ businesses are important factors, identifying your own strengths are even more crucial to succeed, adds Hussain.
Khalid Khan, Avaya MEA
He says, “To serve any customer, big or small, a partner should understand and know their key strengths and expertise. Partners that develop mastery skills in the offerings they take to market are more likely to succeed than those resellers that depend on the brand name or the vendor’s reputation to win new business.” Vendors and distributors play a huge role in enabling partners to stay updated and garner specific skillset to deploy these solutions efficiently. Khan from Avaya says, “We have programmes such as iConnect Lite, which specifically caters to the
“When partners approach SME customers, it is important to note that their offering should be plug-and-play, affordable and support mobility and other high-end applications.”
SME-focused resellers. Partners receive end-to-end training on our solutions meant for SMEs including networking, pre- and post-sales. We are also enabling partners to deploy networking video conferencing and voice communication solutions.” With 90 percent of regional companies being SMEs, partners have a tremendous opportunity to optimise and scale-up, provided they have the right skills and market knowledge. “As SMEs increasingly adopt cloud-based technologies, we will see a shift happening in the market. Today many customers are not able to leverage the benefits of higher-end applications because either they are too complex to deploy and manage or is too expensive to acquire. Cloud-based technologies will eliminate these concerns as the consumption model picks up,” adds Khan. Partners should keep an eye out on market developments and go the extra mile to offer comprehensive solutions to SME customers.
www.resellerme.com // Reseller Middle East // MARCH 2017
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