editorial
editorial
Focus on success
W
hat will make you successful in tough market dynamics? Look around you. The environment is grim with the scare of recession, pushing back of IT projects and customers demanding higher negotiation lever. Customers are evolving, SMBs are spending more on technology and adoption rate have dramatically increased. Are you evolving with these market dynamics? The one and only thing that will differentiate you and make you unique is a focus on the dynamic demands of the customer – a mantra for success. One of the biggest mistakes that channel partners, SIs and VARs make is to try and do everything for a select few customers, and then try to replicate this. The reality is that you end up being a nobody – a tag of nonfocused provider. The common argument to substantiate this unfocussed approach from most channel partners and solution providers is recession. While the recession has had its impact in the marketplace, this is not an excuse to do business poorly. Customer needs continue to increase and IT budgets are still growing – so this is only an excuse. Solution providers and channel partners looking at evolving to better business opportunities need to get more aggressive and focus on differentiating themselves from competition. You are
best placed today to instill higher value proposition with your customers. This issue will highlight some the nuances and opportunities in the area of managed services. While there is an emerging opportunity here, some of the fundamentals that you need to imbibe within you include discipline of financial value proposition to the customer, processes that will be the enablement engine, and smooth service delivery methodologies. As you dive deeper into this arena, you might get enamored by dazzling technologies. But a foot into the ground is important – the only thing that will set you apart is what value and tangible benefits you can bring to your customer – this is where business innovation plays a role. With employee retention becoming a daunting task, complexities in IT increasing constantly and demand on technology on the rise; several SMBs and large organisations have started outsourcing the management of their IT infrastructures to channels partners. Here again – time for you to focus on the emerging business opportunity…
sujay.nair@9dot9.in
The only thing that will differentiate you is a focus on the dynamic demands of the customer
SUJAY NAIR Editorial Director Digit Channel Connect
sounding board sounding board Keep up the good work In a short time, your magazine has gained a lot of respect from the channel community. My best wishes to the team.
Sanat Jain President Computer Association of Nashik
A knowledge source The content of the magazine is well researched. I regularly read Digit Channel Connect to keep myself updated on latest products released in the market. It has helped me increase my sales. Write to the Editor E-mail: editor@digitchannelconnect.com
Nishant Bhimani Proprietor Bhimani Computers
Snail Mail: The Editor, Channel Connect, KPT House, Plot 41/13, Sector 30, Vashi, Navi Mumbai 400703
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DIGIT CHANNEL CONNECT
3
august 2009