FEATURE TECHNOLOGY EXPENSE MANAGEMENT
How does Calero enable partners to differentiate their own offerings when incorporating your platform into their service portfolio?
Our goal is to be an extension of the partner – sometimes so seamlessly that the customer never sees the handoff. In fact, in many cases we support white-label deployments, allowing partners to fully own the customer relationship and experience. We invest heavily in education and enablement so partners can confidently position and articulate the value of the platform.
That enables them to bring deeper, more strategic insight into customer conversations, expand their influence across the organisation and reinforce their role as a long-term technology partner – not just a vendor.
What are the biggest challenges channel partners face when delivering Technology Expense Management, and how does Calero support them in overcoming these barriers?
One of the biggest challenges is that many partners and customers still view TEM through a lens that’ s 20 or 30 years old. Modern TEM is no longer just about telecoms invoices; it’ s about visibility, control and optimisation across the entire technology estate, including mobility, SaaS and cloud.
There’ s also a natural hesitation some partners feel when confronting historical overspend or over-provisioning. But the reality is that those decisions were often
The partners that tend to be the best fit are those who want to lean in – partners who see TEM not as a bolton service but as a strategic capability. made with fragmented or incomplete data. The opportunity now is to turn that messy data into insight – to use it not as a point of blame, but as a foundation for smarter decisions and meaningful change. Calero helps partners reframe the conversation. TEM becomes less about looking backward and more about shaping the future of how technology is consumed, governed and optimised.
How do you ensure consistent service quality and customer experience when solutions are delivered through partners rather than directly?
In most cases, Calero delivers the core business processing services behind the scenes. That allows us to ensure that customers receive the same level of service, accuracy and consistency whether they engage with us directly or through a partner. This model protects the partner relationship while maintaining high standards for delivery and customer experience – something that’ s critical in a data-driven discipline like TEM.
What role does training, certification or ongoing enablement play in helping partners achieve success with your platform?
We focus enablement primarily on the front end. Our priority is to help partners understand how to sell, position and articulate the value of the solution. Calero’ s teams then handle the heavy lifting – deployment, data ingestion and ongoing maintenance – ensuring SLAs are met and quality remains consistent.
Once the data is in place, we offer training for partners who want to engage
26 www. intelligenttechchannels. com