If we’re going to be successful, we must stay in front of these trends, and remain relevant and cost effective, at a time when market disruption is an increasing threat. New business models are filling gaps and solving for customers’ needs in different ways. Businesses now look to trusted advisors with the expertise to pull all the pieces together for them.
So where do you fit in this equation? There is no lack of opportunity for those willing to dive in, embrace new trends, and look for ways to solve problems and bring solutions together for customers. From corporations that may have saturated the end-user market to midsize companies looking to grow, we all need to innovate strategies to unlock the door to new markets.
Mobilizing indirect channel partners is one of the paths to success here. They can be far-reaching, nimble, and have expertise to fill in gaps — if you can engage with them effectively. Here are a few guiding principles that will help technology executives assess their channel initiatives to ensure their programs — and their solution providers — are up to the task.