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Etienne van der Watt , Regional Director , Middle East , Central Asia and Africa , Axis Communications

Please describe expectations and pain points of customers ?

Common pain points today include concerns about system vulnerabilities , complexity in integration and operation , limitations in scalability , and difficulties in finding reliable support and maintenance services . They are looking for reliable and high quality products that can effectively monitor and protect their assets while minimising the risk of system failures or malfunctions .

Which technologies can make a difference to end customers ?

AI-powered video analytics enable advanced functionalities such as object detection , facial recognition , license plate recognition , and people counting . These capabilities enhance security measures , automate monitoring processes , and provide valuable insights for business intelligence and operational efficiency . By leveraging edge computing capabilities , customers can process and analyse data locally at the edge of the network , reducing latency and enhancing real-time response . Edge-based analytics enable faster decision-making and allow for distributed intelligence in security and IoT systems .

How can a channel partner disrupt the regional market ?

Channel partners can disrupt the regional market , differentiate themselves from competitors , and establish a competitive position , based on expertise , value-added services , collaboration , innovation , customer focus , and continuous learning , by incorporating a few key strategies .

As the Regional Director at Axis Communications , Etienne ’ s role involves overseeing and managing the operations within the Middle East , central Asia and Africa region . Responsibilities include driving the company ’ s growth , profitability , and market share . This includes developing and executing strategic plans , setting sales targets , building , and nurturing customer relationships , and managing a dynamic team of professionals .

What are the strengths that you bring to this role ?

Etienne ’ s focus on strategic thinking and planning enables him to develop and execute plans that foster growth , profitability , and market share . Etienne values the importance of teamwork and collaboration , which allows him to work with others to achieve the company ’ s sales targets . By nurturing customer relationships , Etienne strives to build trust and rapport with clients . His experience in managing teams has taught him the significance of motivation and guidance in helping team members reach their goals .

Channel partners can differentiate themselves by developing expertise and specialisation in specific industry verticals or solutions . By focusing on a niche market segment , they can position themselves as trusted advisors and go-to experts , offering tailored solutions that address specific customer needs .

Which aspects of your job role are rewarding , which challenging ?

Etienne finds great reward in collaborating with a talented team , fostering their growth , and achieving collective success . Building and nurturing relationships with clients , understanding their needs , and delivering solutions that make a positive impact are also fulfilling . However , managing diverse teams and navigating a competitive market can pose challenges that require constant adaptation and strategic decision-making .

How do you like to de-stress off work ?

Etienne enjoys engaging in physical activities such as cross-training . Spending quality time with his family and loved ones brings him immense joy and helps Etienne unwind . Additionally , he finds reading biographies and inspiring stories to be a great way to relax and gain new perspectives . p

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