Mar/Apr 19 - ChannelVision Magazine

EMERGENT to refresh legacy systems and de- velopment. It is slightly more than moving servers to the cloud. It is using that data now stored in the cloud to enhance business process and customer experience. In a world where Amazon is build- ing brick-and-mortar stores without cashiers, while most retail chains are experiencing an apocalypse, every business needs to examine where technology can take them. No one is better suited to assist in this than channel partners. The partners themselves do not have to be subject matter experts on everything from AI to AR. However, they do have to be well read in what is possible, what is occurring in the marketplace and what vendors are providing the technology – the muscle and the experience. This will be a stretch outside the comfort zone for many channel part- ners. After years of selling replace- ment services (T1 to broadband to Ethernet), how will channel partners make this pivot? First, read some case studies (such as the one on grocery stores) to learn what is occurring and what tech powers it. Then talk to vendors that might provide some of the tech and knowledge. Do your own re- search. Attend a webinar or expo to get some education. Channel partners can keep doing what they are doing, but the stickier clients with the most wallet share (and cor- responding bigger commission checks) will be the ones that you bring value to beyond the best-priced internet pipe. How can you help your clients leverage technology available to improve their business? At the end of the day, that is the role channel partners play. o Peter Radizeski is president of RAD-INFO INC., a telecom strategy and marketing consulting agency. He is also author of five books and available to speak at your events on channel, marketing, strategy or sales. What do you consider the key starting points of your digital transformation, whether it has started yet or not? Source: Accenture Shifting from a legacy approach to emerging digital technologies. Positioning ourselves for the next generation of partners and customers. Achieving executive buy-in on our digital initiatives. Becoming acknowledged by our customers as a digital brand. We have not considered what would be a key starting point for digital transformation. Other 59% 47% 34% 22% 6% 1% Source: CompTIA Virtu 19 March - April, 2019 | Channel Vision