No pressure, but planning for your future not only next year starts now. “This may be a defining moment for many in the technology channel,” said channel expert Tiffani Bova, vice president and distinguished analyst for Gartner Inc. “Decisions made in the coming months will have long-term implications for the future viability of existing business models.”
Cloud, social and mobile influences have transformed the way businesses buy and use information technology. Organizations of all sizes are looking to optimize processes in both the front office (e.g., customer care, sales, marketing and distribution) and the back office (e.g., finance and accounting, HR and supply chain). However, as long as the channel remains comfortable selling and servicing IT without considering the broader needs of the business, they may find it more difficult to grow in the future.
Here are Bova’s recommendations for what you can do today to impact what kind of company you can be two to three years from now.
Path 1: Keep doing business the way you have with the offerings and providers you currently work with.
Path 2: Find natural evolution points in your current offerings and begin to develop outcome-based offerings that are more compelling, especially to new buyers, such as marketing and sales executives.
Path 3: Disrupt yourself and create an entirely new unit within your company to chase new opportunities without being held back by existing offers and business models.
“Whichever path you chose to take, understand there is no right or wrong option,” said Bova, noting that each solutions provider has its own business model, customer base and long-term goals. “What is right for you may not make sense for someone else.”
That said, Bova has found one common key to success based on her eight years guiding channel companies through these transitions: “The culture of your company will either make or break whichever path you choose.”
If your company culture is based on a willingness to take risks regardless of the outcome, she said your employees will embrace whatever strategy you set. Conversely, if your company culture has been more cautious, employees will push back against change and resist making the necessary adjustments in order to succeed.
“Company culture starts at the top,” said Bova, “So as a leader you must communicate why you have decided to take the company down a certain path and allow your employees to decide to participate in its future.”
More than 270 attendees participated in sessions that guided them in developing their playbooks for… twitter.com/i/web/status/1…
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