VIEWPOINT
Paessler is driving a channel-f irst strategy Paessler, a network monitoring software company, has adopted a channel-first strategy that prioritizes building and maintaining strong relationships with its channel partners, such as value-added resellers and managed service providers. Thorsten Theuer, VP EMEA, emphasizes the importance of understanding customer business goals and where they are in their digital transformation journey to provide effective support. Paessler aims for significant growth in the network monitoring industry and is focused on understanding and meeting the needs of its channel partners to achieve this goal.
Thorsten Theuer, VP EMEA, Paessler
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etting goals and values, a framework for success
During his tenure at an IT Consulting Company, Thorsten Theuer, VP EMEA at Paessler, gained significant experience in understanding the business goals of clients and providing support to help achieve those goals. This experience has proven valuable in his current role, as digitalization has become more pervasive across clients’ infrastructure. Theuer recognizes the importance of understanding clients’ digital transformation progress, areas of difficulty, and where they require assistance to provide effective support. He believes that understanding the customer is vital, as it is impossible to provide meaningful help without it.
Growth of EMEA market Thorsten says that the growth of EMEA market has been over-impressive and the company echoes the sentiments of the same. The growth is completely IT and digital driven, which further drives Paessler vision for the regional enterprises and they are seeing a huge surge in their solutions.
Towards a broader objective To effectively monitor the infrastructure of a business and achieve their objectives, a thorough assessment of the infrastructure and business goals is necessary. Once this is completed, the appropriate tools can be selected to monitor various components of the infrastructure. Paessler’s portfolio is
strong because it offers a wide range of monitoring solutions, not just limited to in-depth monitoring. This means that when customers engage with Paessler and its partners, they can find a product that integrates with all types of infrastructure components and can integrate monitoring solutions into other systems as well.
Milestones or plans for progression The vertical solutions are for a new chapter because they are coming out of IT monitoring. “Now the next chapter is to enlarge this footprint into more parts of the organization and the vertical solutions are one element for this because it helps us to bring value to other verticals as well”, says Thorsten Theuer. Paessler is prioritizing a channel-first strategy, particularly in this region with regards to pricing and partner support. Their commitment to channel partners is undeniable, but they recognize that there is still room for improvement and are actively seeking ways to enhance their channel program. Paessler recently brought on board a new global channel director, Manuele Rodz, to spearhead this effort and make the channel program more appealing and beneficial for their partners. By driving a channel-first strategy, Paessler is focusing on building strong relationships with all its channel partners.
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EXCERPTS OF THE INTERVIEW BETWEEN THORSTEN THEUER, VP EMEA FROM PAESSLER AND GEC MEDIA GROUP’S CHIEF EDITOR, SONAL B CHHIBBER.
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