NARAYANAN VENKATARAMAN , HEAD OF OMNI CHANNEL , MIDDLE EAST , SAUDI ARABIA AND AFRICA , HP
Q & A
EDITOR ’ S
HOW HAS DIGITAL TRANSFORMATION EXPANDED THE SALES MODELS OF CHANNEL PARTNERS , WHILE AT THE SAME TIME ADDING NEW CHALLENGES AND RAISING THE BAR FOR SUCCESS ?
Digital transformation has brought about several changes to the sales models of channel partners , in terms of online presence and data-driven decisionmaking . Data offers a competitive business advantage , with partners who prioritise datadriven decision-making growing twice as fast , and driving better sales conversion rates than those who are not using data insights .
With the rise of e-commerce platforms , staying competitive is crucial . HP ’ s channel partners are transitioning to online and digital marketplaces , adopting a futureready mindset to ensure that customers can research and purchase HP ’ s products from their devices conveniently .
Executives from HP , HPE , NetApp , Red Hat and Zebra Technologies explain how digital transformation allows channel partners to add more value and customisation while at the same time also increases the challenges to differentiate and outperform .
NARAYANAN VENKATARAMAN , HEAD OF OMNI CHANNEL , MIDDLE EAST , SAUDI ARABIA AND AFRICA , HP
Partnerships lie at the core of the channel ecosystem , and embracing digital transformation is key to accelerating partner growth .
In the digital era , HP ’ s channel partners face challenges like heightened competition amidst these technological advancements , as well as cybersecurity risks . They also need to ensure balance between their online and offline channels , maintain personalised customer experiences and manage data effectively and securely .
Digital transformation has triggered a change in the way businesses operate , with advanced channel partner programmes such as HP Amplify Impact Programme helping businesses adapt to evolving technological demands . For example , in the UAE , HP ’ s
channel programme has led to a substantial increase in sales conversions .
Other competitive advantages of digital transformation for channel partners includes expanded reach and early availability to latest technologies .
As they navigate evolving technologies , it is essential for partners to stay agile and embrace innovation , foster customer relationships through personalised experiences , trust data-driven insights for decision-making and offer value-added services to customers . Partnerships lie at the core of the channel ecosystem , and embracing digital transformation is key to accelerating partner growth .
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