IT, AV, UC: the convergence of enterprise technology is at the heart of the way in which the world now works.
Digital hardware and software; audio video equipment; unified communication solutions – all are formerly-separate but now inextricably-connected inter-dependencies upon which businesses large and small are thriving.
The smart ones outsource their needs to experts: Managed Service Providers, System Integrators, and Value-Added Resellers for whom that same convergence presents similar opportunities to succeed and grow.
In the IT channel, of course, partnership is key to any success. After all, it is a largely wholesale environment in which the fortunes of individual players depend on mutuality – when one party does well, everyone does well. For MSPs, SIs, and VARs looking to capitalise, vendor relationships are perhaps the most important partnership of all. Get it right, and doing business becomes both easy and profitable.
“The convergence of IT and communication technology has changed the way in which end user organisations consume and manage both those components of their business – the ability for their provider partners to source it all from one vendor can deliver huge gains for all parties,” says Jamie Brothwell, Chief Sales and Commercial Officer at specialist AV technology distributor Exertis AV, whose unified communication and collaboration-focused offering is the perfect case in point.
“Against that converged backdrop, when it comes to selling and servicing AV solutions in particular, it is important that MSPs, SIs, and VARs partner with a supplier that understands the significance of that new unified market and has the products, the services, and the specialisms to help them win.”
In the case of Exertis AV, its go-to-market strategy is based on five key pillars: stellar stock availability and delivery; at-scale demonstration capability; expert technical support; game-changing credit terms; and impressive sustainability credentials.
Individually, those pillars enhance technology service providers’ abilities to address customers’ individual, practical day-to-day needs efficiently and cost-effectively. However, as a whole, they offer a solid platform upon which those providers can leverage the broader unified communication opportunity.
“Of course, it’s about offering the right products and solutions to our service provider customers, at the right price and with the right support, but it’s also very much about adding extra value wherever we can,” says Brothwell.
