Emerson's Mo Kandeel
During the past few months, Emerson Network Power has been transforming its business and placing a stronger emphasis on its channel partners through revamping its go-to-market and channel program.
About five months ago, the vendor appointed Mo Kandeel to a newly created role as its A/NZ channel director.
Before joining Emerson, Kandeel held senior management positions with Autodesk, Lexmark, and Dell.
Key focus areas for Kandeel in 2016, is establishing deeper and stronger engagement levels with its partners and building organisational relationships and joint go-to-market plans.
The newly revamped program introduces Silver and Gold technical and sales training and certification tiers across Emerson’s thermal, power and infrastructure areas. Partners can also get access to rebates for their financial achievements.
It also incorporates deal registration and marketing programs.
“We’ve previously had training programs, but not as structured as what it is now,” Kandeel said.
“We’re hoping to address each market segment and partner in the appropriate manner that’s going to drive the outcomes for us with our different types of partners.”
Emerson directly manages about 40 partners and has a wide network of distributors including Distribution Central, Anixter, Comsol, Dove Electronics, Orion Computers, PQC and UPS West.
“We realise the benefit and reach that the channel has, is something that no vendor can cover directly themselves,” he said. “We’re investing heavily in enabling our channel and making sure that we’ve got the skilled and trained engineers within our channel program.”
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