VAD Technologies Charts a Course for AI-Ready Channel Partners in the Middle East
VAD Technologies is emphasizing the critical role of channel partners in navigating the burgeoning opportunities presented by artificial intelligence (AI) in the Middle East. In a recent interview, General Manager Mario M. Veljovic outlined strategies for partners to enhance their expertise, develop recurring services, and establish the secure infrastructure necessary for successful AI adoption. This approach is particularly relevant as organizations across the region seek to leverage AI while ensuring robust cybersecurity measures are in place.
Building a Foundation for AI Success
According to Veljovic, the key to thriving in an AI-driven market lies in enabling customers with AI-ready infrastructure, which includes secure and scalable computing, storage, and networking capabilities. He likened the current landscape to a gold rush, where those who provide the essential tools—rather than just the latest applications—will find the most success. “Partners should focus on becoming trusted advisors who help customers build the right foundation,” he stated, emphasizing the importance of specialization and collaboration within the ecosystem.
“Those who invest in expertise, services, and long-term customer success will be best positioned to create sustainable growth.”
Opportunities for Recurring Revenue Streams
As traditional product margins decline, Veljovic highlighted that recurring services are where sustainable profitability can be achieved. Services such as AI consulting, managed services, and cybersecurity are essential for fostering long-term customer relationships. He noted that many organizations are eager to adopt AI but often struggle with data readiness, which presents a significant opportunity for partners to step in and provide the necessary support.
“If you can’t manage your data, you’ll never manage your AI aspirations and goals,” Veljovic remarked, stressing that the quality and security of data are paramount for successful AI implementation. He urged partners to help clients modernize their infrastructure and eliminate data silos to ensure that data is both trusted and accessible.
Focusing on Specialization and Collaboration
Looking ahead, Veljovic advised partners to remain focused on their core competencies rather than attempting to be a jack of all trades. “Successful partners identify where they can truly differentiate themselves, whether that’s in AI infrastructure, cybersecurity, or managed services,” he explained. This specialization will enable them to build deep technical expertise and deliver measurable business outcomes.
Collaboration among distributors, vendors, and channel partners is also crucial. Veljovic noted that the strongest ecosystems are built on trust and shared success, where all parties align to solve customer challenges rather than merely pushing products. “Success is no longer measured by the number of boxes shipped, but by the value delivered to customers,” he added.
As the Middle East continues to embrace AI, the path to success for channel partners will be paved by their ability to provide secure, resilient, and data-driven environments. Those who help customers navigate this transition will not only foster sustainable growth but also position themselves as leaders in the emerging AI economy.
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