FINAL WORD
physically secure . However , the data remains the responsibility of the organisation that generated it .
For large enterprises , key workloads in the cloud can provide agility benefits , and cloud backups for these again make sense , but there is still a need to house a copy on premises to avoid latency with recoveries as well as expensive egress charges .
This complexity is exactly where the reseller need to play the most important role .
Customers , especially in Africa , look to resellers as a trusted advisor . They expect the reseller to have done research and developed insight into products , performed the necessary assessments and be able to understand what mix of products will deliver the best solution .
There are many solutions available , from vendor-managed SaaS solutions to hybrid vendors , pure cloud offerings and more . Blending this with traditional on-premises backups can be complex , and it becomes important to simultaneously support digital transformation while ensuring legacy solutions remain operational .
While there are dedicated tools available on the market for this , the customer does not want to spend time finding the solutions . On the other side of the coin , the days of resellers dropping boxes are long gone .
The reseller that can develop the knowledge needed to understand the offerings , understand the customer environment , and propose the most apt solution that best meets these needs , is the well-rounded reseller that will be the most successful in this challenging environment . •
Selecting the right partner
The success of any long-term collaboration depends on two-way partnership and the ability to remain transparent throughout the process . The right channel partner should understand the needs of a business and provide solutions tailored to those needs .
Partnerships are at the heart of the channel , and success for resellers and MSPs is often tied to collaborative relationships with partners . A 2022 survey based on 650 + partner professionals and executives found that 49 % of organisations attribute at least a quarter of their revenue to partners , and 65 % consider partnerships critical to their future .
With technology solutions and reseller companies as the highest ranked for the most critical partner type , resellers and MSPs need to identify the right partners that can provide operations to enhance their system orchestration and unleash the full potential of their ecosystems . Companies that do invest in partner channels can have more robust ecosystems that drive more revenue and retain customers .
Partners must be adaptable to help MSPs and resellers meet their goals while anticipating their future needs . Common goals , strategies , and expectations achieve a successful channel partnership . One potential avenue to explore is using valueadded services like skilling employees to grow revenue streams and net new customers . However , ensuring that both parties have similar objectives is essential for practical cooperation .
Partners must understand MSP ’ s challenges and opportunities within
Mark Appleton , Chief Customer Officer , ALSO Cloud UK
their domain . Whether troubleshooting , addressing technical issues , or offering resources , a strong channel partner should be an extension of the company ’ s support network to ensure clients have a seamless experience .
Partner should have a clear
understanding and in-depth knowledge of the sector these resellers operate within , crucially to provide fast responses and maintenance services to nurture the relationships . In doing so , they can offer strategic consulting services and help companies navigate complex landscapes to make informed decisions while ensuring ongoing support and customer success beyond the initial integration .
Ensuring the end customer has the highest level of service for their company data and employees is more apparent than ever . The ability to run assessments across their systems will increase colouration and trust , enhancing customer service and repeat business across the channel .
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