The Age of the Companion is right here, and companions have performed a central function in delivering worth to our prospects for over 25 years. We all know that when companions mix Cisco options with their custom-made companies you’ve got a recipe for attaining highly effective buyer outcomes.
I lately sat down with Oliver Tuszik and Bob Bailkoski of Logicalis for an in-depth dialog on Partnering for Success within the Age of the Companion. It was filled with insights you received’t wish to miss, so I encourage you to look at your entire dialogue. Within the meantime, listed below are my prime 4 takeaways from our chat.
1. We’re in a brand new period: The Age of the Companion
The pandemic and new expertise tendencies have accelerated a brand new approach of partnering. On this new, fast-moving, and complicated atmosphere, prospects are on the lookout for corporations that may ship the outcomes and companies they should preserve their infrastructures operating. Innovation is coming from our companions like by no means earlier than, and the Age of the Companion is placing companions on the middle, delivering all the advantages across the buyer’s desired outcomes.
2. The altering panorama is inflicting extra demand for managed companies
When you look, one of the best ways to ship an final result proper now that’s been codified for the trade is a managed service. It’s what the trade understands. However what’s modified is that it’s now not simply in regards to the final result that’s being delivered—it’s additionally in regards to the expertise.
3. All the pieces begins with the shopper
To drive enterprise outcomes within the Age of the Companion, companions should discover the issue they’re attempting to unravel for and the worth they’re attempting to generate for his or her prospects. Companions want to know their essence—equivalent to safety, working with SMBs, managed companies, and so on.—and make the most of that essence.
“The first objective is to align with buyer expectations and create a complete answer the place Logicalis serves because the central part connecting completely different distributors seamlessly. With this method, all of the complexities are faraway from our prospects’ shoulders in order that they will focus solely on attaining profitable sustainable outcomes.”
– Bob Bailkoski, CEO of Logicalis
4. Methods to discover the most effective companion: Belief, Execution and Values
Discovering the most effective companion begins with belief, adopted by the expertise they will ship. Clients want to have the ability to perceive a companion’s capabilities and belief them when handing over necessary managed companies initiatives. Subsequent, although, is execution—how we deliver belief collectively and the way we execute collectively. Belief and execution go hand-in-hand when deciding who’s the precise companion for a buyer at that time limit. And final, however definitely not least, is alignment of objectives and values.
You may watch your entire dialog and listen to extra about our ideas on the Age of the Companion, managed companies, and extra. And if you would like a deeper dive into the Age of the Companion, try our e-book: Age of the Companion: A New Period of Enterprise, A New Period of Partnering.
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(25:48 minutes)
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