Company reinforces its role as a distributor-partner in preparing resellers to improve customer service in the IT market
The 18th edition of the Panorama of Training in Brazil Survey 2023/2024 records that 941% of Brazilian companies allocate an annual budget exclusively to training. For Adistec Brasil, one of the largest value-added Information Technology (IT) distributors in Latin America, this commitment to keeping its technical team qualified goes beyond professional development and reflects one of its market differentiators, which is to work very closely with channels, training them and being a partner in presentations to end customers.
That is why, last year, when it incorporated seven new manufacturers into its IT solutions portfolio – A10, Checkmarx, Docusign, Elastic, Object First, Pentera and VMware by Broadcom – Adistec increased its workforce by 30% and invested in updating training and certifications. The proposal was so successful that Brazil was the only country in Latin America where Adistec has a presence that was able to send a representative for advanced training at NetApp offices in several countries, such as the Netherlands in Amsterdam, Spain in Madrid and this year in Germany in Munich, the Systems Engineer, Fellippe Mendes, technical manager for the brand in Brazil.
According to the executive, NetApp has a well-structured program, NetApp Learning Services (NLS), based on the concept train the trainer (train the trainer), essential for disseminating knowledge. “All the preparation and support provided by Adistec were crucial for me to be able to participate in this advanced training. Back in Brazil, I was able to multiply this knowledge and prepare our teams and channels to act more effectively with our partner ecosystem,” says Mendes.
NetApp solutions transcend data storage, integrating software intelligence for protection, business continuity and resistance to cyberattacks. However, the effectiveness of these technologies depends on solid integration between manufacturers, distributors and the market. “Therein lies the critical role of distributors: supporting and working side by side with partners to ensure that they feel confident and prepared to present solutions to end customers,” adds the Systems Engineer at Adistec Brasil.
For José Roberto Rodrigues, country manager of Adistec Brazil and Alliance Manager LATAM, this fact demonstrates two important differences in the company's performance in the market: how continuous training and technical development are fundamental to prepare the teams that deal with sales, and how distributors can act to bring not only technology, but knowledge to the channels.
“At Adistec, we understand that our commitment as a distributor goes beyond knowledge transfer. We act as partners and in a consultative manner, actively participating in the development of strategies and, when necessary, engaging directly in conversations with end customers to help answer questions and provide additional information. This proximity strengthens relationships and ensures that solutions are delivered in a manner aligned with the business objectives of all involved,” he emphasizes.
For Rodrigues, when manufacturers, distributors and business partners work together, the results go far beyond the marketing of products, generating value for end customers and driving the market as a whole. “More than a connecting link, the distributor acts as a facilitator, training and supporting representatives to ensure that they are prepared to offer not only products, but complete solutions that meet the real needs of end customers. Distributors play a strategic role in this process, going beyond their traditional logistics functions to add value throughout the distribution chain.”
Talent retention
This investment in technical training also has an impact on another relevant factor in the technology market, which is talent retention. A survey by LinkedIn Learning Report 2023 revealed that 891% of managers believe that training and development are crucial to attracting and retaining talent, while 761% of employees highlighted that learning opportunities are one of the main motivators for staying at a company.
In this scenario, distributors face a dual challenge: planning training that truly adds value and encouraging their professionals to engage in learning and sharing information. “Keeping teams up to date and qualified to act in a consultative manner is essential so that our business partners can present and implement solutions aligned with market demands. We have achieved good results in these two areas and will continue to invest in them in 2025,” concludes José Roberto Rodrigues.
About Adistec
Adistec is one of the largest value-added IT distributors in Latin America, with a presence in 17 countries. Headquartered in Miami (USA), it operates in four distinct business areas – Distribution, Education, Professional Services and Cloud Services. Its portfolio includes global strategic partners from the main leading brands focused on data center infrastructure and information security solutions, in addition to a broad network of resellers with nationwide coverage. Learn more at www.adistec.com.
