20 OPINION // VMWARE
Master of all Jenni Flinders, Vice President and Global Channel Chief at VMware shares insights into how training not only improves knowledge but business models too.
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he challenge often facing companies operating in the channel is how they can be a better business partner to their customers. Customers are seeking more flexibility, faster innovation, increased efficiencies and lower costs from modern technologies, without complexity. But with so much at risk how can an enterprise be confident in the capabilities of their chosen service partner? With digital transformation projects and the IT requirements of the modern enterprise growing in scale and complexity, a shortage of skilled IT personnel and the risks of failure means enterprises are turning to professional services
partners for help to accelerate and de-risk their IT projects. That means that these organisations need to be experts, or masters, of the solutions they are delivering to customers. But how do you demonstrate this to enterprises at a time when so much is changing so rapidly? THE ROUTE TO MASTERY For professional services providers, that means investing in training and certification provided by vendors. This isn’t anything new - by undertaking this education and awards process, they are able to prove to customers that they have the skills and knowledge required, through vendor validation of their service capabilities. However, what
www.tahawultech.com // Reseller Middle East // MARCH 2020
is changing is the rate of technology evolution – enterprises need to know that what they’re getting can deliver both today and in the future. In other words, they’re looking for cloud-based solutions, putting added pressure on professional services providers to be completely up to date with the latest offerings. Comprehensive Computing Innovations (CCI) is an integrator specialising in VMware technology in Lebanon, and views its training certification, the Master Services Competencies (MSC), as vital to ensuring that customers have confidence their objectives will be met. Mohamad Hammouda, Division Manager, Innovations and Technology Services Division, CCI, said, “The VMware Master Services
