VAD Technologies Highlights Path for AI-Ready Channel Partners in the Middle East

VAD Technologies Charts Path for AI-Ready Channel Partners in the Middle East

VAD Technologies is emphasizing the need for channel partners in the Middle East to adapt to the evolving landscape of artificial intelligence (AI) by enhancing their expertise and service offerings. In a recent interview, General Manager Mario M. Veljovic outlined strategies for partners to thrive in an increasingly competitive market, highlighting the importance of building a secure infrastructure and fostering cyber resilience as essential components for successful AI adoption.

Building a Foundation for AI Success

According to Veljovic, the current technological shift towards AI presents significant opportunities, but sustainable growth will require more than just selling the latest technologies. He stated, “The channel is at a turning point. AI represents one of the biggest technology opportunities we’ve seen in decades.” He likened the situation to a gold rush, where success often comes from providing the necessary tools—in this case, AI-ready infrastructure that includes secure and scalable compute, storage, and networking capabilities.

“Partners should focus on becoming trusted advisors who help customers build the right foundation, rather than simply selling the latest AI application,” he added. This approach not only enhances customer relationships but also positions partners for long-term success.

Opportunities for Recurring Revenue

As traditional product margins decline, Veljovic pointed out that recurring services are key to creating sustainable profitability. He identified areas such as professional services, managed services, AI consulting, and cybersecurity as avenues for generating predictable revenue while strengthening customer ties. “Customers aren’t looking for another hardware supplier—they’re looking for partners who can help them achieve measurable business outcomes,” he noted.

Many organizations are eager to adopt AI but face challenges related to data readiness. Veljovic emphasized that before investing in AI models, companies must modernize their infrastructure and ensure their data is secure and accessible. “If you can’t manage your data, you’ll never manage your AI aspirations and goals,” he warned.

Specialization Over Generalization

To remain relevant in the next five years, Veljovic advised partners to focus on their strengths and avoid becoming “a Jack of all trades and master of none.” He encouraged partners to identify specific areas where they can differentiate themselves, such as AI infrastructure, cybersecurity, or cloud services, and to build deep technical expertise in those domains. “Customers value specialists who can solve complex business challenges far more than generalists who try to do everything,” he stated.

Looking ahead, Veljovic believes that the most successful channel partners will be those who prioritize expertise over volume. “In the AI era, success won’t belong to those selling the most products—it will belong to those enabling the most successful AI journeys,” he concluded. As the region embraces the AI economy, partners who help customers establish secure, resilient, and data-driven environments will be well-positioned for sustainable growth and profitability.

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