Although the channel is facing a range of pressures on traditional product margins, there is an arguably larger upside opportunity presented by entry to an exciting range of adjacent markets, plus new and exciting products and services, which can be offered to customers. Selecting the correct strategy, portfolio and provider can be a daunting challenge and this has a led to a fondness for stasis and inertia, which are the least likely options to succeed.
Recognising both the problem and the opportunity here, leading channel service provider 9, organised a full day workshop for selected Partners to discuss the opportunity to expand their portfolio by adopting a range of Microsoft IT products and services. Representatives from leading 9 Partners spent an engaging day at their flagship HQ building in Stonehouse, Gloucestershire, listening to Microsoft product experts describe the opportunity and sharing ideas of how to successfully market Cloud IT Services to current and new cloud customers.
With multiple Microsoft Gold Partner certifications, 9 is ideally positioned to help their Partners embrace the complete Office 365 portfolio, as well offer support and professional services. Commenting on a highly interactive day, 9’s Partner Director, Adam Cathcart emphasised the need to offer more than just product information:
“This is about presenting the opportunity, listening closely to the real-world feedback and then delivering a go to market strategy and the support that our Partners require to be successful.”
The guests really enjoyed the day and found the content and debate insightful, constructive and valuable. Lascom’s managing director, Karl Cheshire was typically enthusiastic:
“9 understands the issues facing their channel partners and so they don’t just present us with product information and off the shelf training, which is then hard for us to activate. By listening to our views up front, they can formulate an approach which will help a business like mine to actively engage with our customers to win and secure new Cloud IT Services business that can compliment our current communications portfolio.”
Product and commercial specialists at 9 have optimised the product offering for the channel and are planning to launch this across the channel in the coming months. By being able to accompany the release of their Cloud IT Services product portfolio with a comprehensive provisioning, billing and support service, Cathcart is confident that 9 will see significant interest and growth across their Partner base.
By reducing the barriers and friction that Partners often encounter when adopting a new product, 9 believes that their Partners will be enabled to win business from day one. Experts from 9 will support Partners across the complete sales journey, offering pre-sales, sales and marketing resources that can work hand in hand with Partners and their customers.
