D-Link to bolster SI focus in Middle East
Networking solutions vendor targets systems integrators with enhanced partner training and certification schemes
D-Link Corporation, a maker of connectivity solutions for small, medium and large enterprise business networking, has announced that it is strengthening its focus in the systems integration (SI) space to enable partners with training schemes, certifications and channel enablement programmes.
According to the vendor, the move to target systems integrators comes at a time when the SI landscape has continued to witness growth despite the tough business climate currently prevailing in the Middle East IT industry.
Sakkeer Hussain, director - Sales and Marketing, D-Link Middle East and Africa (MEA), said as a networking solutions vendor that caters to the consumer, SOHO, SMB, midmarket and enterprise segment, D-Link is sharpening its channel schemes and working closely with SIs so that they are able to implement and get involved in projects that are being rolled out especially in the UAE and Qatar.
Hussain said the IT market is moving towards a more services-oriented business in the Middle East and with this transition, the company is seeing more partners embracing services or developing within their organisations services business units. He added that to successfully play in the services space, partners will have to identify their key strengths and build capabilities around that. "We have a lot of initiatives and partner programmes that we will be rolling out throughout the course of this year," he said. "We will enhance our training schemes to SI partners to ensure that more get certified. We will also augment the pre-sales support to them that they are enabled and ready to participate in projects that are coming online in the region."
Hussain explained that D-Link is also pushing the partner Deal Registration Programme to protect partners that register their opportunities early in the sales cycle.
"We are accelerating lead generation activities for partners to win more deals in the market and have beefed up our dedicated in-house team that looks after our SI partners as D-Link moves to bolster its business in the SMB, midmarket and enterprise space," he pointed out.
Hussain explained that because the SI space requires channel partners to invest in skills and develop specialisation and some domain expertise, progress in the Middle East market is favouring those partners that are willing to invest in skills development, training, certification and business consultancy.
He added that D-Link has programmes that are tailored at helping SI partners in pre-, post-sales support, training, consultancy and solutions design and scoping.
"For D-Link, training, certifications and regular products updates for channel partners are critical if partners are to continue staying relevant to the different markets they serve," he said. "We value every partner that works with the company regardless of the size of the business. Through our regular training sessions, we are able to engage with partners on wide ranging issues and try to find solutions to those challenges together."