Channel partners and technology enablers have evolved from selling products to actively addressing current business needs. Today, they occupy an advisory position and an extension of clients' businesses. Relationships that were once transactional now prioritise long-term customer goals.
Our Partner of the Future research shows that 74% of end users prefer to work with vendors who specialise in their industry. For channel partners, this means the days of being a one-size-fits-all service provider is changing. By specialising in key industries, you're ideally placed to understand your customers' challenges and position your business as a trusted advisor. As a result, you'll stand out in a competitive market by offering bespoke solutions that no off-the-shelf approach can match.
During our research, 84% of channel partners told us that they see specialisation as essential for staying competitive in the future. What's more, 70% expect to have to remodel what they're traditionally known for.
This tailored approach not only gives you a competitive edge and builds trust, but it also ensures your solutions are relevant and future-ready. It's the difference between being just another supplier and taking on the role of a long-term innovation partner.
For channel partners, the move to specialisation is happening now. Our research shows that some partners are already taking steps to adjust their business models. 39% are focusing on sector-specific solutions and 35% are targeting key verticals.
We understand the choices available to channel partners as they plan for the future. With decades of experience, and by working across nearly every industry, we've developed and refined the people, expertise and resources needed. We can help you and your sales teams customise your approach to meet sector-specific demands.
