MAURY G is a Managing Partner at Levels Ventures , an Australiabased IT channel management consultancy and advisory services firm . He talks about his current job role and how Levels Ventures is working with channel partners and developing it business in Asia-Pacific ( APAC ) and EMEA regions .

My current job as Managing Partner and , Head of Alliance and Partner Ecosystem consulting at Levels Ventures focuses on helping vendors to align their partner acquisition and activation strategy , distributors to build more of the channel and resellers loyalty , and help IT resellers , system integrators , MSPs , and MSSPs to accelerate their revenue and customer acquisition through our Growth Assessment Programme ( GAP ). We have clients across EMEA , and APAC regions .

Can you explain how your company works with channel partners ?

Our main business is to provide management consulting and advisory services to the channel ecosystem ( vendors , distributors , system integrators , solution provider , resellers , CSPs , MSPs , and MSSPs ). We have been helping the ecosystem with more of what we call the GAP Assessment . The GAP consulting approach is invented in-house and helps us to help more of the ecosystem players to identify key areas for growth and enable them to work on it . We have worked and continue to with hundreds of resellers , distributors and vendors , and this has allowed us to observe and understand the 50 touch points that can give any company we engage a 360-degree view of their business model , go-to-market ( GTM ) strategy , vendors and technology stack .

What this has done is help the ecosystem of players to be ahead of the market in terms of clarity of the shift in the industry trends . We also allocate decent number of hours every month to conduct free discovery calls with vendors , distributors , and channel partners to see if they need our help and implement our Growth Assessment Process ( GAP ) assessment with them .

How do you ensure channel partners flourish in a highly competitive market ?

To ensure that our customers and their partners can flourish in a highly competitive market , we normally advise them and work with them to identify their niche where they

We can see clearly that many channel partners are navigating the pass to become more of managed security providers .

eliminate the traditional competition and where they also can sell by value and not by aggressively offering discounts . Creating value to their clients is also part of what we advise our clients to do when they work with their channels and distributors .

What are the latest trends you see emerging across the channel ?

We can see clearly that many channel partners are navigating the pass to become

Maury G , Managing Partner , Levels Ventures

INTELLIGENT TECH CHANNELS Issue 44 63