By EXPO.e on Thursday, 04 May 2023
Category: connectivity

Tech is being commoditised... if you don't solutionize, you're toast!

Yes, you read that right. As technology becomes increasingly accessible to consumers, many businesses are feeling the pressure to differentiate themselves among their competitors and provide added value beyond simply selling products. Amid this landscape shift, Channel partners find themselves right at the centre of this paradigm shift; facing the difficult challenge of remaining competitive and profitable in an industry where traditional solutions are becoming commoditised.

So, what can Channel partners do to stay ahead of the curve?

The answer is simple: solutionize. By focusing on providing solutions rather than selling standard, low-margin products, Channel partners can add greater value to their portfolio with margin-rich solutions which create new revenue streams and larger opportunities for continued success.

3 questions to ask yourself when choosing a partner to solutionize:​

Money-making revenue streams​

Is the partner a differentiator in the tech industry? Can they offer you innovative solutions that not only support and build a stronger relationship with the customer but also provide the opportunity for you to grow as an organisation

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Become a one-stop shop for the customer

Does the partner have the breadth of portfolio to support your innovation and aid you to be a de facto partner with the end-user?

Platinum-grade customer service​

Can the partner offer your customers a platinum-grade managed service? It's all well and good selling these solutions and making great profits in the moment - but can the partner retain that with a platinum quality customer experience and continue maximising your revenues?

By being able to offer value-added services, such as CSOC, SASE & SD-WAN, S4 Cloud Storage & Business Continuity, you can differentiate yourselves in the market with relevant, innovative and in-demand solutions. The evolving threat landscape means organisations are becoming increasingly concerned about data security, data storage and recovery strategies. By adding solutions to your portfolio which address these challenges, Channel partners ensure they can meet market demand whilst future-proofing their business and their customers.

In conclusion, tech is being commoditised, and channel partners must adapt or risk becoming obsolete. Solutionising is the key to generating new recurring revenues and remaining competitive in the fast-evolving markets. By providing customised solutions and value-added services, channel partners can create a sustainable business model that will ensure steady business growth with a growing customer base to keep them in business for years to come. Remember, don't be toast, solutionise!​

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As a trusted partner, our deep expertise and capabilities in Networks, Cloud, Data Centre Solutions, Unified Communications, Cyber Security and Professional Service enable your sales teams to increase your average order values. We design and deliver Channel Partner solutions ranging in value from £5,000 to £1,000,000 per year. Find out more by downloading our Channel Partners Brochure.

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