Great sales people know how to approach a customer, ask the right questions and guide the prospect toward making the purchase. But when a brand fails to provide their retail sales force with a system for accessing the right promotional material and assets, the sales process can grind to a halt.
We need more partners with vertical specialization. Going vertical is a required part of the shift to Cloud-based services.
Horizontal partners have a customer base that they service and are more or less content with that Going vertical means going deep. Vertical partners pick one target market, such as healthcare, and build their practice around the hardware and software solutions that their vertical needs.
The traditional channel for IT hardware and infrastructure is changing rapidly. The Cloud and SaaS created the change, and the channel is still trying to figure out how to embrace this new set of business models. Here are some solutions for IT hardware and Cloud service providers to adapt or get ahead of the coming changes as people continue to profit from selling SaaS services.
What experiences are you promising your customers and how prepared are your channel partners to deliver this experience?
Engineering great experiences in the channel has always started with solution selling, determining the pain points and pitfalls of the current state and recommending solutions for a more productive, more protected future. This has traditionally created lots of upside for additional revenues for partners offering process development, onboarding and training services.
But things are more complicated now. Thanks to Amazon, the distribution landscape is changing, with more focus on customer intimacy to help partners succeed bundling hardware and software with network and cloud. In a world where end-customers are conditioned to expect self service solutions and a high level of personalization, the backend need for seamless orchestration of third party equipment and services requires defining and validating business outcomes before pitching the solution...