ENTERPRISE TECHNOLOGY
Hybrid working, cloud adoption, connected devices and Artificial Intelligence are placing greater demands on enterprise networks while simultaneously increasing expectations around
This means distributors are becoming an extension of the partner’ s own team, helping them add capabilities, enter new markets and scale more quickly. security and resilience.“ Partners that can bring networking, cybersecurity and ongoing services together will be well positioned,” said Tedford.
Rather than relying on individual projects, he expects more partners to build recurring service portfolios focused on assessment, monitoring, optimisation and lifecycle support. Infinigate’ s own priorities reflect that direction.“ Our biggest priority is helping partners turn their technical expertise into profitable, repeatable services.”
Tedford highlighted the company’ s PartnerWorks-enabled support and Auvikpowered Network Assessment Service as examples of practical offerings that enable partners to improve network visibility, expand post-sales support and generate recurring revenue. More broadly, he said recent leadership appointments, including Kai Grunwitz as Chief Growth Officer and James Baker as Regional Vice President, Cloud and Marketplace, demonstrate Infinigate’ s continued investment in expanding differentiated services, strengthening its vendor portfolio and growing its cloud capabilities across multiple geographies.
Ultimately, Tedford believes partners should focus on solving clearly defined customer challenges rather than trying to offer every possible service.“ Start with a clearly defined customer problem and build a repeatable service around it.”
He warned that trying to serve every requirement can quickly erode profitability.“ A focused proposition with clear outcomes, consistent delivery and recurring value is much easier to scale.”
By combining accredited support, proactive network visibility and flexible service delivery, Tedford believes partners have an opportunity to transform support from a necessary operational function into a sustainable engine for long-term growth. •
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