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D-LINK focuses on partner training

Vendor targets aggressive SMB push with new training initiatives

Hussain says the company is preparing to launch new SMB products in 2016.
Hussain says the company is preparing to launch new SMB products in 2016.

D-Link Corporation, a maker of connectivity solutions for small, medium and large enterprises, has announced a new channel strategy that will see the company aggressively reinforce its partner training and education schemes in the Middle East and Africa (MEA).

According to the SMB networking solutions, the move to cement channel partner training and education initiatives comes as D-link moves to help resellers to vigorously target SMBs in the region.

Founded in 1986 in Taiwan, D-Link is among the top SMB and small office/home office (SOHO) networking vendors  in MEA.

Sakkeer Hussain, director - Sales and Marketing at D-Link Middle East and Africa (MEA), said the company has decided to raise the bar with its channel partner training initiatives because it wants to educate and introduce new line of products in 2016.

Hussain said the aim of the scheme is twofold - to offer pre-sales and hands-on technical training, and to keep SMB-focused partners updated on the new product offerings the company is bringing to market in in 2016. "This year, given the prevailing market conditions, we have made a decision to enhance the technical support to SMB partners as a way of helping them to navigate the market," he said. "Along with this, we have also extended flexible RMA services to our partners to ensure minimal downtime on their clients' networks."

In addition, Hussain said D-Link has also moved to support its training initiatives with promotions that are aimed are helping the sales teams of resellers motivated. "We decided to back the training with promotions to ensure that partners are helped to sell more of our solutions in the market," he said.

Hussain explained that given the tough market conditions, D-Link is working with all its partners to focus on new opportunities, lead generation and converting the same to sales. "We are keen to engage and work with channel partners that are passionate to grow their business with us," he added.

D-Link said its SMB push is aggressive. The company wants its channel partners to tap into opportunities already available in the region although it has also identified Saudi Arabia, Nigeria, Ghana and Morocco as key markets in MEA, where it would like reseller partners to have a larger share of business selling D-Link solutions.

Technology-wise, some of its focus in 2016 is on 10G solutions on smart switches and 40G at core and unified wireless solutions with 802.11ac access points.

"It is a very crowded market on the networking side, especially for routers, so we are trying to find different ways of thinking, new ideas and how to look at the opportunity for our channel partners," Hussain reiterated. "Partners need to focus on the product offerings from 11ac and 10G solutions, which can help propel their own businesses to new heights."