Channel Insights Middle East - Issue 05

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After navigating through the hardships of the pandemic, the tumultuous times businesses face now impact the channel as well. The prominent discussion points currently are facing the economic challenges in today’s uncertain market and preparing for the future. The processes have become inherently complex, and the business approach has changed. The growth game has completely changed. Partners must increase their technical capability level, focus and match customer needs, and ensure the ecosystem’s profitability. Customers are looking for tailored solutions to meet their business needs. The channel must remember that it has faced similar challenges before, and through challenges come opportunities. Partners can continue to build profitability by understanding customers’ challenges because of the global economic environment and then provide value through support. As the partners evolve to support their customers better, they want a more predictable return on investment (ROI), building solutions, specializations, and relationships. It might seem overly optimistic to say that today’s dynamic market can present opportunities for profitability, but customers need expert advice from the channel now more than ever. In this edition, we have fantastic tips from our channel thought leaders to understand better the key factors that drive partner growth and profitability.