Q & A
EDITOR ’ S
SUJOY BANERJEE , ASSOCIATE DIRECTOR , MANAGEENGINE
Keeping up with evolving digital technologies combined with the task of gaining the necessary skills and expertise to use them is a significant challenge for channel partners . Another challenge is the process of integrating these technologies into existing legacy systems and workflows , which can be costly and difficult . Keeping up with data privacy regulations and compliances is an ongoing challenge .
Channel partners need to find digitalised solutions that will help them deliver personalised action plans to address their customers ’ needs . Channel partners should be adaptive to market changes , embrace technological advancements , and collaborate with vendors to enhance the scope for creating unique and innovative offerings .
Digital transformation has enabled channel partners to collect and analyse data more effectively . This data can provide insights into customer preferences , buying patterns , and market trends , thereby opening up newer sales opportunities . The growing demand for cloud technologies has led to channel partners offering cloud-based
services in the form of Software as a Service , SaaS and Infrastructure as a Service , IaaS .
With cybersecurity being a growing concern , channel partners have adapted by offering cybersecurity solutions and educating customers about potential threats . Digital transformation has enabled channel partners to shift towards subscriptionbased pricing models , which provide a more predictable revenue stream and encourage long-term customer relationships .
Digital transformation has allowed channel partners to personalise their interactions with customers by providing faster responses , enabling quicker order processing , and improving overall quality of service . CRM systems have become integral for channel partners for the same reasons .
Channel partners need to find digitalised solutions that will help them deliver personalised action plans to address their customers ’ needs .
MOHAMED ABDALLAH , REGIONAL DIRECTOR META , SONICWALL
In today ’ s rapidly evolving digital-led business landscape , channel partners must offer value-added solutions that help customers derive maximum value from their purchases . They must foster a continuous learning and innovation culture to adapt to the evolving digital landscape . They need to embrace digitalisation , prioritise customer needs , and foster collaboration .
Digital transformation has changed how channel partners operate , collaborate , and engage with customers . Customers can access information online , so partners need to offer insights and expertise that add value . On the other hand , partners can use data analytics tools to tailor their offerings to customer needs and preferences . Digital tools enable partners to offer valueadded services remotely , such as training , support , and maintenance . Additionally , partners can also adapt quickly to market changes and customer preferences using real-time insights .
Channel partners play a crucial role in distributing and selling products and services . Digital transformation challenges them to upskill their workforce , integrate digital solutions with existing systems , and meet customer expectations for personalised and seamless experiences . They need to provide value-added services beyond product distribution .
Channel partner programmes are getting an overhaul as IT providers adjust to the demand for digital transformation , the growth of subscription-based models and shifting routes to market .
In addition , new buyers , line-of-business managers versus centralised IT , want to purchase products and services through nontraditional methods , which has led partners to adopt a variety of business models . The rise of the subscription model , for instance , means partners are moving away from reseller transactions and providing more services . •
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