The rapid adoption of digital transformation at local companies has driven a renewed focus on internal skills development. Upskilling and reskilling employees have become key to ensuring organisations remain relevant.
So says Jaco Malan, service delivery director at Westcon-Comstor Sub-Saharan Africa, adding that the most innovative technology in the world means little if employees do not know how to make optimal use of it.
“The same holds true for the channel. Vendor partners must understand how solutions have advanced in recent months and how to implement them at customers best.”
He says this is where certification and training can help drive the success of the channel locally. Certification indicates that a partner (or person) meets a certain level of competence, and has attained a specific skillset. The same is true of vendor education initiatives.
However, having access to training courses is only the beginning, says Malan. Distributors who have good channel training and certification programmes in place are the ones who can empower their channel partners to differentiate themselves in a highly competitive market.
This is particularly true of the SME sector, says Malan, as these partners need solutions that meet the requirements of small businesses, as well as access to customised training and skills development paths that give them flexibility.
Today’s distributed work environment means that digital sales and implementations have become the norm. No longer reliant on face-to-face engagements, partners can now drive sales using online marketplaces, digital downloads, and remote installations, says Malan.
“However, this means that there is now a sense of urgency around how investments in education, certification and even specialisations are made. If the traditional approach to selling in the channel is a thing of the past, so too is the way training is delivered.”
It is essential to have access to a vendor network through a digitally-driven distribution partner. This becomes a vital enabler for those SME partners looking to optimise their growth, particularly in a market where uncertainty has become the order of the day, he says.
Share