With digital and smart solutions gaining a wider adoption as organisations drive automation, reseller partners have never been better positioned to cater to these growing requirements. Reseller ME finds out how partners can resell smart and connected solutions more efficiently.
As smart technologies become integrated with daily lives and business processes, reseller partners must undertake a bigger role and become proficient in presenting these solutions to customers. The opportunities in this segments also extends to other areas such as security and services.
The Middle East IT market has seen a robust uptake of solutions and projects being rolled out. However, this also means the threat landscape is evolving and growing.
“This has led to an increase in security spending, with Gartner estimating the regional market to spend more than $2 billion on IT security solutions in 2017,” says Sakkeer Hussain, director, Sales and Marketing, D-Link Middle East and Africa. “The region has also witnessed a steady increase of partners focusing on smart technologies to help serve their customers better.”
Agreeing Eric Bhagwat, associate vice president, I-Life Digital Technology, says, “Internet of Things solutions and artificial intelligence (AI) speakers, fitness trackers, cloud solutions, thin and light devices are the new business opportunities partners should be increasingly more inclined towards. IoT related business alone will contribute a $6 trillion business worldwide over the next six years.”
The question most partners grapple with is how can they approach customers to sell these kinds of solutions efficiently? Operating in a price-sensitive market where most customers are content to carry on business as usual if they can do without a particular solution, partners have to educate them on the benefits and necessity of these technologies. Partners, at times, have their work cut out for them to convey the potential of these technologies to streamline processes and increase efficacies greatly.
According to Bhagwat, smart solutions will need to be marketed differently.
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Esta historia es de la edición December 2017 de Reseller Middle East.
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