Partnering for Success within the Age of the Companion
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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 personalized companies you might have a recipe for reaching 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 stuffed with insights you gained’t need to miss, so I encourage you to observe the complete 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 Companion
The pandemic and new expertise tendencies have accelerated a brand new method of partnering. On this new, fast-moving, and complicated setting, prospects are searching for firms 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
For those who 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 in regards to the end 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 attempting to resolve for and the worth they’re attempting to generate for his or her prospects. Companions want to grasp their essence—corresponding to safety, working with SMBs, managed companies, and many others.—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 prospects’ shoulders in order that they’ll focus solely on reaching profitable sustainable outcomes.”
– Bob Bailkoski, CEO of Logicalis
4. The right way 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’ll ship. Clients want to have the ability to perceive a companion’s capabilities and belief them when handing over essential managed companies tasks. 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 appropriate companion for a buyer at that time limit. And final, however actually not least, is alignment of objectives and values.
You may watch the complete dialog and listen to extra about our ideas on the Age of the Companion, managed companies, and extra. And if you need a deeper dive into the Age of the Companion, take a look at our book: Age of the Companion: A New Period of Enterprise, A New Period of Partnering.
Participate within the LinkedIn Dwell dialog:
(25:48 minutes)
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