FUTURE TECHNOLOGY
but most vendors also have online courses
that the remote system integrator partner
can access.”
Amr Abdelsamad agreed. “Continuous
training is crucial in this era of digital
transformation as it is an imperative to
support our customers with the right
solutions. For this, it’s important our staff
develop their strengths and understanding
of the market. We feel that customers need
to be further educated and trained on how
to adapt to new technologies. This is why
we have developed a customised training
programme that covers all staff levels, from
pre-sales and technical consultants to our
sales force. We prepare them for today’s
era of digital co-creation.”
With IT becoming increasingly more
complex, it’s important VADs help their
partners bridge the gap and develop the
necessary skills. “Our reputation has been
built upon and maintained by working
closely with our partners,” added Amr
Abdelsamad. “They trust our counsel and,
from our perspective, we understand how
important it is to educate them about the
latest trends. We have created a pre-sales
tech community, including all our partners
and pre-sales team, to share best practices
and technical information so that they all
have the same level of information and
awareness about the latest technology
trends. We also host regular workshops
and training sessions for our partners to
keep them abreast of new technologies.”
It’s also important to empower
channel partners to differentiate in
their business. “We specialise in high-
performance video surveillance solutions,
which is a rapidly growing market sector,”
Costa Boukouvalas continued. “We offer
best-of-breed solutions with unique
and innovative features for IP storage,
analytics and monitoring. This enables our
partners to offer their customers exclusive
Costa Boukouvalas, CEO of AgilityGrid.
options to make the best use of their video
surveillance investments. In turn, this
gives our partners the unique advantage of
differentiating their position in the market
and helps them to focus their resources
and grow their business.”
As for Fujitsu: “We empower our
channel partners through different
activities and tools such as training and
certification on Fujitsu’s solutions and
products, and by offering registration
tools for account protection,” revealed
Amr Abdelsamad. “We also extend special
support for our strategic accounts in
addition to hosting round tables and
workshops for C-level executives for
different business verticals and segments.
In addition, we provide attractive channel
incentive programmes that add value to
our partners.” ¢
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