Specialized knowledge is becoming one of the most requested services for channel partners to provide to end customers. Sergio Farache, senior vice president of global cloud solutions recently shared his thoughts on why technology channel partners and ISVs should establish specialized solution practices to understand and serve the unique complexities of their customers’ technology deployments.
Here are four compelling reasons you should implement a specialized solution practice:
- Innovation and Disruption – Keeping up with the pace of innovation has never been more challenging. Constant change is expected for all third platform technologies, and today’s solutions often require multiple technologies. The creation of a specialized practice can provide the financial and personal resources who are dedicated to staying on top of the latest innovations to assist end users.
- Understanding the Business Drivers – Customers want a partner who can come to the table with the ability to understand both the business’ needs and its tech requirements. A specialized solution practice can drive a partner’s ability to deliver the vital insights needed to help the customer achieve their desired business outcomes.
- Risk Reduction – From a financial standpoint, a specialized solution practice can help accelerate return on investment while reducing risks in the deployment of new solutions. A practice staffed by experts can anticipate and thoughtfully navigate potential risks of installation. As a distributor, we can assist channel partners by offering resources to educate their staff and provide additional services to ensure their deployment is fruitful.
- Vertical Market Expertise – By combining vertical market expertise with a specialized solution practice, a channel partner can better understand that industry’s nuances and policies to address market trends and determine business priorities quickly. A channel partner’s ability to share vertical market trends and business insights with its end customers is critical if the partner wants to differentiate itself from other solution providers.
Curious about how to start a specialized solution practice? Contact your Tech Data representative to learn more. As an industry leader, channel partners look to us to connect the dots for their customers about where the technology industry is going and where to invest.