Western Digital to ramp up training for systems integrators
Vendor takes aim at channel partners serving the security and surveillance market with focused training initiatives
Storage and security surveillance solutions vendor Western Digital, has said it is ramping up its channel partner training for systems integrators and resellers targeting the security surveillance market in the Middle East.
According to the company, the move to ramp up partner training comes at a time when the security and surveillance marketing is undergoing transformation and leading to deman for smart storage solutions in the region.
Khwaja Saifuddin, senior sales director, Western Digital India, Middle East and Africa, said the company has taken proactive steps to empower channel partner with training that impart knowledge on how they can sell solutions in the security and surveillance market.
Saifuddin said in the Middle East, the systems integration and solution provider channels are very critical when the company is talking and dealing with the company's security surveillance products. "Whatever movement of IT equipment that happens, the channel and the resellers are still the core connection between the distributors and end user customers," he said. "They form a very pivotal role and that's why last year we launched a security surveillance programme for this specific channel."
In addition, Saifuddin said the company has the myWD Programme which is a scheme targeted at the traditional IT channel.
He added that we have decided to launch a specialised programme for the security and surveillance channel dubbed the Surveillance myWD Programme to strengthen the training and focus for partners serving this niche market.
"The key differentiator is that our training is more enhanced and initiatives around how partners are trained are much more focused because we need to educate partners not only on installing a hard drive into a DVR, but also on the dos and don'ts when it comes to software integration, compatibilities and troubleshooting," he said. "We are also aligning them with different stakeholders be it software vendors or security and surveillance companies and getting them jointly trained. So instead of them just picking a screw driver and start troubleshooting, they get enhanced knowledge and they feel proud of what they are doing."
Saifuddin said one of the key objectives for the training initiatives is to help channel partners to move away from box moving to solutions selling.