The Age of the Associate is right here, and companions have performed a central position in delivering worth to our clients for over 25 years. We all know that when companions mix Cisco options with their custom-made companies you’ve a recipe for reaching highly effective buyer outcomes.
I just 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 Associate. It was stuffed with insights you gained’t wish to miss, so I encourage you to observe all the dialogue. Within the meantime, listed below are my high 4 takeaways from our chat.
1. We’re in a brand new period: The Age of the Associate
The pandemic and new expertise traits have accelerated a brand new means of partnering. On this new, fast-moving, and complicated setting, clients are in search of corporations that may ship the outcomes and companies they should maintain their infrastructures working. Innovation is coming from our companions like by no means earlier than, and the Age of the Associate 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 end result proper now that’s been codified for the business is a managed service. It’s what the business understands. However what’s modified is that it’s now not simply concerning the end result that’s being delivered—it’s additionally concerning the expertise.
3. The whole lot begins with the shopper
To drive enterprise outcomes within the Age of the Associate, companions should discover the issue they’re attempting to resolve for and the worth they’re attempting to generate for his or her clients. Companions want to know their essence—similar to safety, working with SMBs, managed companies, and many others.—and make the most of that essence.
“The first purpose is to align with buyer expectations and create a complete answer the place Logicalis serves because the central element connecting totally different distributors seamlessly. With this method, all of the complexities are faraway from our clients’ shoulders in order that they’ll focus solely on reaching profitable sustainable outcomes.”
– Bob Bailkoski, CEO of Logicalis
4. How you can discover the most effective associate: Belief, Execution and Values
Discovering the most effective associate begins with belief, adopted by the expertise they’ll ship. Clients want to have the ability to perceive a associate’s capabilities and belief them when handing over vital managed companies initiatives. Subsequent, although, is execution—how we convey belief collectively and the way we execute collectively. Belief and execution go hand-in-hand when deciding who’s the appropriate associate for a buyer at that time limit. And final, however actually not least, is alignment of objectives and values.
You may watch all the dialog and listen to extra about our ideas on the Age of the Associate, managed companies, and extra. And if you need a deeper dive into the Age of the Associate, take a look at our e book: Age of the Associate: A New Period of Enterprise, A New Period of Partnering.
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(25:48 minutes)
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