The Age of the Companion is right here, and companions have performed a central function in delivering worth to our clients for over 25 years. We all know that when companions mix Cisco options with their personalized providers you’ve got a recipe for attaining highly effective buyer outcomes.
I not too long ago 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 stuffed with insights you gained’t need to miss, so I encourage you to observe 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 know-how developments have accelerated a brand new means of partnering. On this new, fast-moving, and sophisticated setting, clients are on the lookout for corporations that may ship the outcomes and providers they should maintain 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 heart, delivering all the advantages across the buyer’s desired outcomes.
2. The altering panorama is inflicting extra demand for managed providers
If you happen to look, one of the simplest ways to ship an final 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 not simply in regards to the final result that’s being delivered—it’s additionally in regards to the expertise.
3. Every thing begins with the shopper
To drive enterprise outcomes within the Age of the Companion, companions should discover the issue they’re making an attempt to resolve for and the worth they’re making an attempt to generate for his or her clients. Companions want to know their essence—akin to safety, working with SMBs, managed providers, and so forth.—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 strategy, all of the complexities are faraway from our clients’ shoulders in order that they will focus solely on attaining profitable sustainable outcomes.”
– Bob Bailkoski, CEO of Logicalis
4. Methods to discover one of the best companion: Belief, Execution and Values
Discovering one of the best 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 essential managed providers 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 precise companion for a buyer at that time limit. And final, however definitely not least, is alignment of targets and values.
You possibly can watch your entire dialog and listen to extra about our ideas on the Age of the Companion, managed providers, and extra. And if you would like a deeper dive into the Age of the Companion, take a look at 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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