Carpe Diem, seize the day! Make the most of the opportunities that come your way13 Feb
Hello my IT Channel friends! I don’t need to tell you how diverse and dynamic the IT channel is; technology solutions are in a constant state of flux. For every old product that goes end-of-life [Hello XP!] and is no longer supported, there is a new product with new features that requires IT Professionals to be retrained and accredited.
“In this new wave of technology, you can’t do it all yourself, you have to form alliances.”
Carlos Slim Helu [aka the richest man in the world]
To keep your competitive edge, Resellers and Managed Service Providers must exhibit the same characteristics that your clients seek in their solutions; resilience, scalability and flexibility. Customers don’t care if an engineer is out sick or has to travel for two hours to site; they want to be able to double their capacity over night without impacting availability or service levels and they’d prefer a supplier who can provide a broad set of value-add services across the technology stack, as and when they need them. Flexibility is key.
To compete successfully in the ever-changing IT Channel means balancing an understanding of the scope of works required with the ability to simplify the services you offer. VARs need to respond quickly to changing demand from customers, but can’t staff their professional services teams to support all technology vendors. Retaining a core set of in-demand technical skills is critical, and having a trusted IT Channel partner to complement your existing team to deliver projects is necessary.
You and your sales team have worked hard to generate opportunities, and your customers often need a value added service to close the deal. You don’t want to discover an opportunity and not be able to capitalise on it.
Opportunities don’t often come out of the blue. In most cases, you’ve worked at generating an opportunity with an existing client or it’s possible to foresee when an opportunity may arise: a competitor may be in trouble, a prospect may be approaching contract renewal, a new product may be road-mapped for release or a legacy product may be going end-of-life. One man’s problem is another’s opportunity.
The question is; how do you scale rapidly to make the most of emerging geographies and technologies without committing to an unsustainable, long-term increase in overhead? How do you demonstrate value add by confidently offering a non-core solution to an existing customer? How do you react quickly enough to new prospects and have a market-ready proposition in a matter of days rather than months?
Nobody likes to turn down business, but sometimes you’re just not in a position to take advantage of all the opportunities that come your way. Maybe you’re too busy, maybe you don’t have enough resource; maybe you don’t have an engineer in the area or not enough experience of the technology. Whatever the reason, you don’t like having to say no.
What if you didn’t have to? What if there was a trusted partner you could rely on to provide nationwide coverage of a broad range of legacy and emerging technologies? What if that partner was flexible enough to provide short-term cover until you recruit permanent resource, or to provide a white-label service for the duration of a project?