Q & A
EDITOR ’ S
Channel partners must focus on and pay attention to building exceptional service offerings backed by their people .
businesses around ransomware and nationstate attackers .
Particularly when it comes to security , channel partners need to understand the business outcomes customers are seeking today , ransomware mitigation , risk migration , cost reduction and revenue enhancement , and be ready to address these with a service offering that allows them to meet their business goals .
With channel partners being barraged with lots of information from the market , vendors and distributors should provide go to market support that helps their partners to extend their reach and their offerings . They should support partners with efforts to grow their business and in
Channel partners must focus on and pay attention to building exceptional service offerings backed by their people .
If one looks at healthcare , finance , state , local , education and federal contractors , there is a lot happening there . If you want to succeed with your business and develop some mastery in selling in these industry verticals , you need people with experience in these fields , ideally with relationships within customers in those verticals .
With cloud adoption accelerating especially over the past two , I think it has enabled a stronger relationship with channel partners and vendors that have adopted a cloud first methodology to the delivery of their products . Cloud orientation from a vendor perspective allows for scalability ( think Big Data ) and economical approachability of advanced capabilities that would have been cost prohibitive for channel partners to stand up .
As 2022 progresses , I have full confidence that service-oriented channel partners will emerge as strong players from the pandemic experience . In addition with what they have been focusing on during these challenging business climate they should enhance their sales skills . Unfortunately , transactional channel partners that pursue commoditised and previous easier ways of doing business , will suffer . •
STEPHAN TALLENT , VICE PRESIDENT , MANAGED SECURITY SERVICE PROVIDERS , CYBEREASON
Partners should lean into their existing customer base and work to get in front of the problems they are facing with a work from home ( WFH ) transition and software-as-service ( SaaS ) expansion . I would like to encourage reseller partners to orient their service offerings to meet the challenges facing particular channel sales through investments in whitespace development and service revenue growth .
The emphasis must be service , service and more service . Customers of all sizes are looking to convert technology selection , management and ongoing support into a service and service is all about people .
Unfortunately , transactional channel partners that pursue commoditised and previous easier ways of doing business , will suffer .
INTELLIGENT TECH CHANNELS 53