TBI Gains Insights, Validation from Channel Survey Results


Survey says

…that’s an entirely different discipline, I’m not ready for that.’  I think partners are looking at mobility the same way, but they’re not attacking it with the same amount of intensity, which I think is something to be cautious about. I really think all partners should be looking at mobility, because they’re going to start losing customers if they don’t.”

As for what TBI has planned for partners next year, “The report just validated the trajectory we have planned,” said Cohen. “It was indicated in the report that the technologies with the greatest potential for industry revenue and for their own revenue top three were security, Internet of Things and hybrid cloud. This year, TBI spent a lot of time talking about digital transformation and all that it could entail. I think that moving into 2019, we will continue placing an equal or greater emphasis on security, but we will also be giving more scenarios relating to what channel partners can do with the multicloud environments their customers are in.”

“From a training standpoint, this year we were hyperfocused on security when it came to our training events and all the content that we put up on line,” said Landsberger. “This report reinforced that we made the right decision to focus on security this year

“Even before I even got the report, I was thinking that in 2019 we’re going to do a lot of education around mobility and IRT. And I don’t think I’m going to change direction on that because of the report. I still think there’s a lot of education that needs to go around. And TBI is so uniquely positioned for that marketplace because we have residual contracts with all four major wireless carriers. So that’s going to be a big part of our go-to-market next year and our education cycle for partners.”

The report also showed that one of the key tactics respondents plan to use to achieve growth next year is by relying more heavily on partnerships with organizations like TBI. “So from a marketing standpoint that means creating more sales enablement and more opportunities for them to grow revenue with their current and historic customers and for them to identify new ones,” said Cohen.

“I think it’s important for the channel community to know that we are trying to develop programs in 2019 that speak directly to the issues that have been brought up in the report,” she said.

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