Channel Post MEA speaks with Dimitris Raekos, Business Development Manager, MEA at VMRay about how has his career panned out in the technology industry and how his current role in the company enables him to influence the channel
What is your career history to date and key career achievements?
I have been working in the information technology sector for the last 20 years serving technical, business development and management roles in Europe and Middle East with distributors and cybersecurity vendors such as ESET and VMRay. One of the competencies I am proud of is the ability to talk and understand technology like an engineer and this helped me a lot to gain respect and trust when I had to face highly skilled individuals. They say you do not learn if you do not fail; more than 10 years ago I have decided to build my own distribution company which did not end well. Having learned from my mistakes I was able to make a come back and be part or head successful and significant business development projects in the region.
What are your roles and responsibilities in the company as a channel influencer?
In western countries VMRay is considered by malware analysts and incident response communities as an outstanding and unique technology, however in MEA we have a different landscape on skillset and use cases and it is always difficult for a new player. Therefore, part of my activity and with the support of our marketing department is to improve the brand awareness but also to communicate the differentiators of our technology to create the required demand for our newly appointed and selected channel partners.
In addition, we educate the channel about the existing and many times outdated sandboxing technologies make them familiar with the uniqueness of our technology both on sales and technical aspects. This procedure also includes the involvement of our customer success team to deliver enablement sessions and certifications. We provide the knowledge and the tools to our channel, and we are always available to support with presentations and demonstration. Finally, it is of paramount importance to hear the voice of the channel, filter the information and adapt the strategies as per the region or even the country when it is possible.
What qualities should a channel influencer possess to lead the channel?
All influencers – channel or otherwise – must have a reputation for their knowledge and expertise on a specific topic – they must be trusted advisors. Influencers must be communicators, able to relay a vision and point out opportunities.
What is your advice on finding success in the channel?
Nothing is happening overnight. Build relationships, communicate your long-term vision of a successful partnership, and continuously ensure that the partners gain value form the relationship.
How would you assess the current state of channel?
A big reshuffling happened during the pandemic as many people lost their jobs, some moved to new companies or established their own ventures and many others -especially in GCC- had to return to their home countries. VMRay as part of the global growth initiative entered MEA market during the pandemic, for few months it was a bit difficult to reach people and perform substantial communications and agreements due to individuals’ and companies’ uncertainty. As we are gradually exiting the pandemic tunnel, channel is starting to have a proper shape again, however questions about the post pandemic financial ability of the channel are always on the table.
What is the biggest challenge facing the IT channel in the region?
The past 16 months created a fair share of challenges. Customers’ put projects on hold or cut budgets that were earmarked for technology spend to compensate for pandemic-related revenue losses. Sales pipelines are still rather unpredictable, with deals dropping or pushing into uncertain close dates. Although it’s by now a much overused term – getting back to the “next normal” will be the challenge of 2021.
If you could improve one thing about the channel business what would it be?
I would like to see partners including resellers and distributors to spend more time on the solutions and technologies they are offering rather on the relationship part they have with their clients. Relationships are important in this part of the world however a sustainable business it also requires the ability to articulate information and provide quality presales and post-sales support to your clients.
How can partners work effectively to generate growth in the channel?
The secret sauce for generating channel growth is delivering customer success. Adopting a customer-centric mind set throughout the entire value chain – from vendor to distributors to reseller partners – fuels the growth engine. Success for the customer means success for every party in the channel.
What are your interests outside of work?
I have used to travel 40%-50% of my time for business activities before the pandemic therefore now I am using my free time with my family. Besides that, I like to read about new technologies and exercise in the gym or preferably via team sports as I like competition.
