We are concentrating on the core where there is a proven market
Justin Harling
Role: CEO, CAE Technology
Which vendors are you focusing your technical and sales staff accreditation efforts on in 2022, and why?
Given the nature of the customer opportunity at the moment, there is not a singular focus, but it is a combination of skills wrapped within our own methodology and development that is being prioritised.
Read a summary of the CRN Vendor Report findings here
What are your ambitions for the partnerships?
The ambition is that a deeper wider relationship with Cisco, Dell and Microsoft will allow us to present differentiated full stack solutions for hybrid infrastructure including the all-important security layer.
Are there any new/emerging vendors where you are ramping up accreditation efforts? If so, why?
We are concentrating on the core where there is both a proven market and an incredibly strong track record of innovation that we are confident will continue to drive growth.
What's your biggest bugbear when it comes to vendor accreditation and training?
New programmes that then are not supported by availability of required training, which often leads to additional levels of stress and disruption for our people.
If you could give your vendors one piece of advice on how to improve their accreditation/training process, what would it be?
Clearly set out why changes are being made (not just the passage of time) and demonstrate a defined link to how this can help us improve profitability.
Phoenix Software's Sam Mudd is urging vendors to "avoid duplication" in their programmes. See next page for more…
