D-Link urges partners to harness opportunities in the SMB space
Networking vendor wants partners to unlock opportunities in the SMB sector by providing customised solutions
D-Link Corporation, a provider of connectivity solutions for small, medium and large enterprise business networking, has urged its channel partners in the Middle East and Africa (MEA) to exploit opportunities that are opening up in the SMB segment by offering bespoke networking solutions.
According to the vendor, the call comes as the company is preparing to grow its SoHo, SMB, ISP and smart home offerings in the region.
Sakkeer Hussain, director, Sales and Marketing at D-Link Middle East and Africa (MEA), said despite the tough prevailing market conditions in the Middle East IT industry, the SMB networking segment remains one of the fast growing sectors, offering more opportunities for solution providers to provide products and services to their clients.
Hussain said as infrastructure projects that were shelved over the last two years are coming online, there are a lot of opportunities opening up for channel partners to provide tailored offerings to their end user customers. "There is no doubt that IT in general plays a critical role in this interconnected world that has been facilitated by the wide usage of the Internet," he said. "Everything we do be it in our personal lives or business related things, the Internet is at the core of that."
He added that without doubt, networking solutions play a critical role in helping SMBs to stay connected and focus on growing their businesses.
Hussain pointed out that although the SMB sector offers lots of opportunities for resellers and solution providers, it is vital to note that it's so fragmented and thereby presents challenges for those partners that adopt a generalist approach to doing business in this market. "Understanding each small business requirements and developing some domain expertise will lead to partners offering the right solutions that help these small businesses to thrive and increase productivity," he said. "A key issue that resellers will encounter when pitching to SMBs is that these businesses are very conscious to price hence the importance to offer solutions that they can afford. Affordability is top of the list of any small business."
Hussain added that partners should identify their strengths as that is a good starting point of planning how you intend to deploy products, solutions or services in the SMB sector. "That's why, at D-Link we have been rolling out training initiatives and certification programmes for resellers to help them develop domain expertise that aid them to implement our solutions at the end user competently and with confidence," he said. "It is critical that partners get individual and company certifications and this demonstrates the competence a partner has."
Looking ahead, Hussain said D-Link remains committed to offering its channel partners products, solutions and services that differentiate them from the competition and competitor brands. "The schemes are offered through the umbrella D-Link Partner Programme, which is augmented with regular product, pre- and post-sales, and technical training conducted by certified D-Link training instructors at our facility in Jebel Ali in Dubai," he said. "In addition, we have a robust incentive programme that runs quarterly with different offers and promotions."