… using the resources they offer to educate staff and deliver services that help ensure successful deployments. These offerings allow channel partners to accelerate development and capitalize on next-generation technologies while avoiding the mistakes often accompanied by a go-it-alone approach.
4. Adopt vertical specialization — Technology specialization is much more powerful when combined with vertical market expertise. Innovations such as smartphones and social networking are reshaping the retail industry. The need for better health-care analytics is driving new opportunities in hospitals, clinics and managed-care facilities. And, financial services institutions are looking to channel partners to provide solutions that address regulatory compliance and other industry needs, to name a few examples.
Channel partners that combine vertical expertise with a specialized solution practice understand specific industry business needs and regulations. Through partnerships with their strategic distributors, channel partners can take advantage of additional knowledge resources by enrolling in their training programs that cover market trends and business priorities. This combination of vertical and technical specialization can provide channel partners with a higher closure rate during the demand-creation phase as well.
Specialized knowledge is what differentiates channel partners from their competitors. The significant energy, resources and investments toward the technologies that will define the future give channel partners the best way to meet their customers’ needs in a rapidly changing market. The best of the best understand business outcomes as well as the software, services and hardware needed to adapt to the changes while reducing their risks.
Sergio Farache is senior vice president, Global Cloud Solutions, Tech Data.