PARTNERS ’ PERSPECTIVE opportunities at times even in segments they normally don ’ t serve or focus on . Staying abreast with the latest offerings , emerging technologies , training and technical updates all help in guiding a partner on which areas are trending and which ones are not .
A one size fits all approach doesn ’ t work and will not yield anything if you are looking to grow your business .
Understanding your clients ’ needs and providing solutions to the challenge they face will not only bring intelligence to your business but also help you to have a health sales pipeline with a high success rate . This implies that channel partners need to diversify their focus by having the right mix of offerings to suit their target market and business delivery model . Resellers should focus more on bottom line than just growing revenues hence the vendor partners they selects also play a significant role in growing sales and having a healthy pipeline even in times of a challenging business environment . Developing a philosophy where you have complementing brands is also helpful and resellers need to heed that .
Going forward , resellers should focus on identifying timely opportunities and providing professional guidance and support to their end customers as trusted business advisors not order fulfilment partners .
Offering cost-effective solutions will win you your customers ’ trust and in turn , grow your sales , revenue and overall profitability of the business . Planning and implementing new strategies during hard times should be a fruitful way to move forward .
Channel partners must reshape their roles while focusing their organisations on flawless execution . There is no time to waste . The time is ripe to define your alliances with vendors and distributors on the one hand , and customers on the other . •
Resellers should focus on identifying timely opportunities and providing professional guidance and support to their end customers as trusted business advisors not order fulfillment partners .
INTELLIGENT TECH CHANNELS
INTELLIGENT TECH CHANNELS Issue 39
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