The Age of the Companion 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 personalized companies you’ve a recipe for attaining 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 Companion. It was filled with insights you received’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 tendencies have accelerated a brand new approach 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 hold 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
In case you look, the easiest way 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 not simply concerning the end result that’s being delivered—it’s additionally concerning 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 resolve for and the worth they’re attempting to generate for his or her clients. Companions want to grasp their essence—similar to safety, working with SMBs, managed companies, and so on.—and make the most of that essence.
“The first aim is to align with buyer expectations and create a complete resolution the place Logicalis serves because the central part connecting totally different distributors seamlessly. With this method, 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. The right way to discover the most effective associate: Belief, Execution and Values
Discovering the most effective associate begins with belief, adopted by the expertise they will ship. Prospects want to have the ability to perceive a associate’s capabilities and belief them when handing over essential 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 precise associate for a buyer at that cut-off date. And final, however actually not least, is alignment of targets 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’d like a deeper dive into the Age of the Companion, try our 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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