According to the latest Telarus “Tech Trends Report,” companies are investing heavily in emerging technologies to drive innovation and remain competitive. At the same time, businesses are leaning on trusted experts more than ever to navigate this complex and dynamic new technology landscape — creating a can’t-miss opportunity for technology advisors. As a premier global technology services distributor (TSD), Telarus is uniquely positioned to help advisors stake a claim in the growing IT landscape. Telarus has devoted more than two decades to driving technology advisor impact and growth through deep market insights and experience, a strong partnership focus, and a comprehensive set of services, solutions and tools. Today, Telarus enables technology advisors to efficiently source, purchase and implement the right technology for the greatest impact. In 2023 Telarus enjoyed a record-breaking year, supporting significantly increased deal sizes from its technology advisors, while also adding a variety of new tools to boost sales and operations management productivity, including sales enablement tools, enhanced commission reporting and new innovative suppliers. In this interview, Telarus CEO Adam Edwards highlights some key technology trends to watch in 2024, and how Telarus guides technology advisors in today’s evolving, digital-first market. ChannelVision: What key market dynamics do you feel are creating this opportune time to be in the channel? Adam Edwards: We are seeing that business leaders – of enterprises, growing businesses and even SMBs – have little choice but to invest in emerging technologies or risk being left behind by competitors. However, navigating, identifying and procuring the right suppliers for emerging technologies is increasingly difficult due to increased complexity and breadth of service providers. These buyers face business and career risk when selecting technology, so they tend to gravitate toward technology advisors for guidance. In our “Tech Trends Report” we issued last fall, nearly half of CXOs said they allocate 25 percent or less of their spending to the channel or consultancies. However, more than half indicated they highly value expertise and are open to assistance with procurement and purchasing. This presents a major opportunity and a super exciting time to be a technology advisor in this space. With tech spending and partner demand on the rise, now is the perfect time to grow your business with the support of Telarus. Telarus Empowers Technology Advisors in the New Digital Era CHANNEL MANAGEMENT Complexity and friction in IT procurement present a major opportunity for technology advisors 24% 23% 33% 23% 30% 29% 30% 27% Source: Productiv Source: Constellation Research; Telarus “Tech Trends Report” Engineering Operations 2022, Average Number of SaaS Apps 2023, Average Number of SaaS Apps Year Over Year Growth IT & Security Sales Product Marketing Customer Success Average 0 20 40 60 80 100 It’s increasingly difficult to maintain talent that can properly oversee acquisitions in emerging tech Technology reviews (compliance, cybersecurity, etc.) are taking more time More key stakeholders and executives now have to weigh in and/or approve IT is struggling with the sheer number of new IT system acquisitions The end-to-end process has become more complex and bereaucratic How has the IT procurement and acquisition process become more challenging for you over the last 5 years? 22.76% 23.45% 17.24% 15.86% 15.86% 74 CHANNELVISION | MARCH - APRIL 2024
RkJQdWJsaXNoZXIy NTg4Njc=