A structured skills upgrade programme, linked to resellers' performance reviews, has enabled design technology company, Autodesk, to overcome the challenge of upskilling its network of independent resellers.

Autodesk distributor, WorldsView Technologies, oversees the activities of 15 South African resellers of Autodesk computer-aided design (CAD) technology.

Each reseller operates as an autonomous business entity. "Our resellers are technically very competent," says WorldsView Technologies managing director, Craig Yeatman. "That is why they are in our network." They are, however, small, lean businesses, for whom taking time off for additional skills training can seem like a luxury.

"The result could be a deficit or fragmentation in skills upgrades," explains Yeatman. He stresses that upskilling is essential to the success of the Autodesk reseller network.

"Together we have to widen the channel's already extensive knowledge base to maintain Autodesk's competitive advantage." This has been done, firstly, with the implementation of a 'Tech Team' programme, which provides a forum in which resellers debate technical issues, share knowledge, acquire best practice information and network.

At regular 'boot camps' facilitators present resellers with the practical challenges, which they have to solve. And on-line testing verifies their knowledge-base, ensuring that they are competent to represent Autodesk.

According to Autodesk technical specialist, Franz Kaltseis, who interacts with reseller companies around the world, South African Autodesk resellers have an exceptionally high skills level.

During a visit to South Africa in June 2002 to launch the mechanical design software, Autodesk Inventor 6, Kaltseis said resellers in Autodesk's South African channel compare with the best in the world.

Autodesk also has a sales development programme in place. Reseller participation in the skills programme is reflected in their performance reviews. Reseller client interaction is monitored on an ongoing basis. WorldsView Technologies contacts every purchaser of Autodesk technology to assess satisfaction levels with both the reseller service and the technology.

For more information contact Autodesk (Africa), 012 664 8115.