Category: Digital Transformation

Discover how a new way of selling can help you approach digital transformation.

It’s Time to Learn a New Way of Selling Digital Transformation

Discover how a new way of selling can help you approach digital transformation.Digital transformation allows organizations to leverage data centers, managed services, SD-WAN, managed security, and a host of other cloud applications to support their business goals. With the surge in these new solutions, it can be daunting for traditional partners to look at the list of technologies involved without feeling some panic. After all, most partners have experience steeped in designing traditional telecom networks such as MPLS and DIA, having more discussions focused on the familiar grounds of cost, network availability, and carrier capabilities. The world of overhauling a business’s entire infrastructure and operations to modernize with digital transformation isn’t typically in their bag of expertise.

The telecom agent has a wide breadth of experience and knowledge in telecom and networks – this is where they build credibility. As a consultant on a network, they can be confident knowing that when customers come to them, they’ll be discussing issues or services they know well. But digital transformation is shaking this confidence.

Partners are often unable or unwilling to talk to customers about digital transformation. This, in part, is due to the overwhelming new technologies and business solution outcomes that come with digital transformation. But the mistake most agents make is that they feel they need to learn a vast array of new solutions – from managed security to SD WAN and application optimization. The simple fact is they don’t!

How Can Partners Sell Digital Transformation?

While selling digital transformation can seem intimidating right off the bat, it’s important to note that partners don’t need to be experts in the domain of the multiple technologies involved in it. Approaching digital transformation as a solutions sale rather than a technical expertise discussion can help partners find the confidence needed to approach this sale differently. Their expertise is in the consultative selling process. Learning to sell based on solutions rather than technical expertise can help start conversations with their customers at the VP or CIO level.

Although it is important to have some knowledge about digital transformation technologies before trying to sell it, partners only need to know enough to start a business discussion. And once they start a conversation, they must uncover what the customer wants or needs. So how can they do that?

MicroCorp’s ROI 360

So how do you start the conversation? Partners of Microcorp have had tremendous success with MicroCorp’s ROI 360 assessment offering provided by MicroCorp’s Cloud Division. It is an extremely affordable and accessible product that helps customers assess how digital transformation can help their business. And as they go through the consultative selling journey with their client, they can bring along the experts from MicroCorp’s community that they need to help them in the process, integrating them at the right time.

MicroCorp Cloud has partners in many different areas that can come in and work with partners and their clients to build expertise as part of their consultative sales process. What’s more, partners can decide how engaged MicroCorp’s team is in the process. Whether they want general guidance from start to finish or want our solutions architects and business consultants to be intimately involved with the whole sales process, we’ll help partners get the expert guidance they need to ensure successful sales.

Ready to Start Selling Digital Transformation?

If you’re ready to learn a new way of selling, discover MicroCorp’s Ultimate Partner Experience and get the training you need to sell digital transformation. Contact us today to get more information or to get started.

The vital connection between cyber security and digital transformation.

Cyber Security and Digital Transformation: the Right Combo is Crucial

The vital connection between cyber security and digital transformation.When the cloud first came on the scene, many businesses laughed at the notion outright. Uploading sensitive data to what amounted to an online storage facility seemed like a sure way to get that information stolen. Fast forward a few years and it’s now a vital part of everyday operations. Today, digital transformation is all the rage, but similar skepticism remains. Combining cyber security and digital transformation is an opportunity for agents who can put themselves on the tip of the spear.

What Agents Should Know About Cyber Security and Digital Transformation

A digital transformation can come with a range of cyber security issues.

Compliance vs. security. While it’s tempting to only secure a system as far as regulations require—there aren’t any bonus points for exceeding compliance, after all—compliance doesn’t automatically equal security. Security requires regular updates, often made before compliance can actively demand them. Impressing this detail on customers can make a lot of difference, and help keep customers genuinely secure rather than just believing themselves secure.

Best practices. There are certain points that are commonly regarded as smart moves regardless of the circumstances in cyber security. Applying these to digital transformations can also help. Establishing procedures for basics like engaging in proper patch management—applying those software updates in a timely fashion to get the most out of them—and sharing threat intelligence means a better environment for all, including individual businesses. Plus, the agent that recommends these points comes out ahead in the “trusted expert” category that can open up sales potential.

Don’t forget the specifics. Digital transformation – and how it potentially opens up a business to vulnerabilities and compromise – has its own unique security hang-ups. For instance, digital transformation involving Internet of Things (IoT) devices requires cyber security that addresses not only the fragile endpoints, but also the network, which is now at greater risk. Digital transformation involving automation, meanwhile, requires improved transparency and the ability to allow human intervention should issues emerge. Being able to offer security products to fit these more specific needs will not only improve your sales, but also contribute to your perceived expertise and value to your client.

How to Get Help Connecting Cyber Security and Digital Transformation

If you’re unsure of how to proceed in bringing better connection between cyber security and digital transformation, start by reaching out to us at MicroCorp. Our background in SD-WAN and cloud-based operations makes us a natural fit for issues of cyber security and digital transformation.

An examination of opportunities in digital transformation.

Are Your Competitors Eating Your Lunch in Digital Transformation?

An examination of opportunities in digital transformation.Digital transformation offers a dazzling opportunity for telecom agents because it represents a change in the way businesses do business – from depending on local, in-house operations to moving to automation and digital, cloud-based systems. Naturally, businesses can’t make a digital transformation happen without the right tools, and that’s where partners come in.

How Telecom Agents Can Help Businesses Make the Digital Transformation Leap

The smart partner can make hay while the digital transformation sun shines by keeping a few basic precepts in mind.

Bridge the gap. A digital transformation depends on one big point: the connection between digital technology and cultural change. Digital transformation can cover a wide range of topics; remember that it’s about automation and taking advantage of digital options. Whether it’s turning more to social media for marketing, putting analytics to work more extensively, automating processes, or just using online communications methods like video conferencing more, all of these are part of digital transformation efforts. Helping businesses understand this – and how certain solutions can help – is a great step forward to making sales and underscoring your presence as a “trusted expert.”

Spurring to action. Digital transformation can be a complete transformation or a partial one and can be done in stages. With so many options, your presence can be exactly what’s needed to break ties, tip fence sitters to the right side, and help make this process a lot more proactive. That’s what it needs to be to have the best results—even the phrase “digital transformation” implies action—and the more you can help, the better.

One of the biggest obstacles your customers will face when considering a digital transformation is where to begin. This is where your opportunity lies to not only spur to action but to make a plan and stay alongside your customer to build trust, offer expertise, and help them achieve their goals through digital transformation.

Focus on specifics. A digital transformation can sound entirely too broad to interest some businesses. So instead, focus on key points to drive interest. Look to fix current problems the business might be seeing. Is foot traffic at store locations down? Digital transformation can offer new ways to get traffic back in stores. Are sales down? Are referrals down? Are policies and procedures that used to be foolproof no longer delivering? These are all points digital transformation can address.

One of the most important points your customers can understand about digital transformation is that it’s not just about introducing automation and digitizing some tools. It’s about changing the way a business runs.

How to Get Help Addressing the Digital Transformation Move

Want to be the go-to expert for your customers’ digital transformation needs? Equip yourself with the knowledge and solutions by getting in touch with us at MicroCorp. Our unique relationships, simplified approach to helping your customers go digital, and overall support give you an edge. Just reach out to us to help make digital transformation happen for your own clients.