Get to know: Mohideen Shaikh
Mohideen Shaikh, Director, Channels & Strategic Business, Hive Technology
What’s your career history to date? How did you end up working in Dubai?
As the director of channels and strategic business at Hive Technology, I am responsible for leading and driving the go-to-market, channel strategy and to align with the business development side. I am currently driving some of the key initiatives, developing complex, high value business relationships and involved in identifying, developing, negotiating and optimising Hive’s channel strategy. I have over 19 years of experience in the IT domain across MENA and western Asia.
If you could improve one thing about the channel business what would it be?
A channel strategy supplementing your sales force helps to springboard your company’s market penetration and revenue growth. I would advise every channel company to define a firm go to market strategy with a solution or value proposition centric messaging that supports the sales teams.
What product or technology should the channel watch out for this year?
The focus should be on innovating and excelling. Hence in the year ahead and the next two years, I would advise distribution channels to focus on innovative technologies that align with the vision of the Middle East.
What is your proudest career achievement to date?
It has to be my tenure with Informatica, where I was brought on board to develop and implement Informatica’s channel strategy for MENA and Pakistan. I had the direct role of channel partner recruitment and enablement.
What is the biggest challenge facing the Middle East IT channel?
Driving increased sales through partners remains a challenge. We want our partners to be profitable.
What is the best piece of advice you have been given?
Have realistic expectations, get the top management commitment and you need to focus. Also, it’s always good to keep yourself aligned with a long term view, have a clear understanding of end user pain points and requirements, and try and reduce channel conflict.
Which IT company, other than your own, do you most admire and why?
I admire firms with well-defined go-to-market strategies in terms of segment, target audiences and positioning. Companies that have implemented a balanced demand and supply programme and relevant processes with a clear demarcation I admire the most.
What is the biggest mistake you have ever made since working in the IT market?
Understanding how to evaluate your distribution channel choices will help you make the right decisions for expanding your business. I have encountered such mistakes initially.
What’s your favourite thing about the company you currently work for?
Hive Technology is the trusted source for innovative products and solutions. I just enjoy the company and the team because of the passion people have have towards innovation.
What sort of interests do you have outside of work?
While I enjoy working at Hive because the company has embarked on a journey that aligns with the vision of the UAE, also try and find time to socialise during my free time.