Caught short - ME channel struggles with staffing

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Vipin Sharma, Tripp Lite.

Markets where a high level of technical aptitude is required appear to be under the most stress. "There is a huge shortage in the region in terms of skillsets needed in the power solutions market, especially in the IT site preparation set-up within data centres management and enclosures," explained Vipin Sharma, VP EEMEA and India sales at Tripp Lite.

"The lack is shown clearly in the number of competent professionals needed to fill important positions such as high and medium voltage switch gear experts, electrical installers, UPS installers and UPS technical managers. This has also taken a toll on a number of regional organisations."

It is no surprise that channel players claim to be feeling the heat. Enterprise software outfit Omnix, a distributor of Autodesk software, admits the deficit of knowledgeable IT experts with vertical expertise in booming economies such as the UAE, Saudi Arabia and Qatar has led it to face serious difficulties.

"While the latest technology is taking over the conventional forms of CAD applications, personnel who are trained to operate this new software are scarce," explained Jayant Deshpande, director CAD division at Omnix. "For example, there is a severe shortage of building information modelling experts," he added.

With similar shortfalls cited in other sectors of the enterprise market, one solution has been for companies to draft in resources from outside the region. Although some argue that this is merely compounding the problem, many organisations feel they are being backed into a corner.

"Companies are hiring trained IT professionals from abroad and paying them an exorbitant amount of money, but they have no choice as the expertise is not always available in the region," said Tony Ward, regional sales director at Hitachi Data Systems.

Abdallah Ishaq, general manager at systems integrator GBM Bahrain, believes it is perfectly normal for companies in the IT channel to witness a 10% to 15% annual attrition rate, but he fears the pressure on VARs to deliver larger projects and newer technology threatens to impact this cycle.

He also points out that economic factors are changing the nature of the game, especially among expatriates from the Indian sub-continent, who make up a large proportion of the regional IT workforce.

"Workers are facing demand from their original countries and inflation and currency fluctuation is helping them," suggested Ishaq. "The same thing that happened in these markets is now happening in India so some people are switching back because there are now better packages on offer for them."

Resellers concede that this trend is hitting them hard. "The rising cost of living and other basic necessities adds more woe for the channel partners when it comes to getting skilled resources," said Elie Maamari, administration and HR director at Abu Dhabi-based integrator Emirates Computers.

Vendors find themselves in the same boat. Rising costs in some areas of the region make it a less attractive place to live, while poaching between companies is nudging average salaries to record levels.

"We are in need of experienced key account managers to handle our rapidly growing regional operations. It is not that they are not available, but in view of the escalating cost of living we find that their demands are very high," explained Ranjit Gurkar, general manager at printing manufacturer Brother Gulf.

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