Tag Archives: channel sales

Partners looking to improves sales in 2018 should consider the elements of digital transformation and what customers will need.

Selling for Digital Transformation: What You Should Know

Knowledge is power in most any sales environment you care to name. Knowing about the product or service, how it relates to the market, and what objections might come into play are all vital to producing sales. Digital transformation is no different, and knowing the right things about this market could mean the difference between a successful sales force and a flock of professional visitors.

What Should I Know About Digital Transformation?

Digital transformation is a complex concept, but one with several critical elements to keep in mind.

One size fits one, usually. Digital transformation, the process of bringing digital technology into all areas of any one business, has a common definition, but an uncommon execution. While some firms will have similar experiences, there will generally be differences in every installation.

This is a survival issue. A business that’s been engaging in digital transformation over the long term is perhaps more accurately engaging in “evolution.” A “transformation” is commonly a more sudden process requiring faster action.

Customers expect it. Customer expectations have only increased in recent years, and many of those expectations revolve around digital offerings. From chat functions to mobile payments to social media operations and beyond, customers are increasingly demanding digital connections to their businesses of choice.

What Objections are Likely to Come up about Digital Transformation?

It’s expensive. A digital transformation in the truest sense can have some sticker shock to come with it, depending on what technologies need upgrades or implementation. Address that by pointing out what the competition’s doing, and what customers expect. It could cost more in the long run to save money today.

The culture will resist. Digital transformation can be a problem if the corporate culture hasn’t evolved with it. Employees and executives alike can resist new ways of doing things, either by questioning the amount of work it will generate or the level of difficulty it will add to current operations. Cultural evolution commonly takes more concerted effort, but the objection of culture can be addressed by pointing to the bottom line, or by offering training programs to help bring the new users up to speed.

How Do I Build the Best Sales Effort around Digital Transformation?

Knowing about digital transformation — and the likely objections to follow — is a great start. Now you need the right products and services to sell in that vein, and to get there, turn to us at MicroCorp. We’re a master agent with over 30 years’ experience, and we’re well-positioned to help you address the rapidly-changing demands of technology fields. Digital transformation is no exception, and getting in touch with us is the first step toward preparing you to succeed in this growing market.

There is still time to know how to sell SD-WAN.

SD-WAN: Don’t Worry, You Haven’t Been Left Behind

There is still time to know how to sell SD-WAN.It’s easy for MicroCorp partners to feel like they’ve missed the SD-WAN train. While seeming like it’s all the rage, it is actually here to stay, and if you haven’t made the effort to educate yourself on the ins and outs of the technology (or SDN, for starters) then of course you’ll be daunted. But, it’s not too late, and here’s why.

The Myth of SD-WAN

When I give talks on the topic, I ask the room: “How many of you are talking about SD-WAN?” Everyone raises their hands.

Then I ask: “How many of you have quoted an SD-WAN deal?” A portion of the group sits down.

Then: “How many people have installed and gotten paid on SD-WAN deals?” Usually, out of 200 people, 5 people are left standing after that question.

Therein lies the hype versus the reality. Yes, it’s the future. Yes, everyone’s talking about it. But only a small number of people have made deals because SD-WAN has failed to productize thus far.

SD-WAN has taken a while to adopt because it is similar to the cloud in that few people truly understand it and don’t feel comfortable bringing it up with customers. Everyone wants to do something with the cloud, but until recently, no one knew how to put it to work, and this is the conundrum of SD-WAN that MicroCorp partners need to know.

The Need to Productize

Business owners are already buying internet circuits, phone service, and they need to transition to hosted, or move their servers to the cloud, etc. SD-WAN is the next transition for MicroCorp partners already selling those services. But they need to understand where SD-WAN comes in and what its benefits to the customer are.

People have realized what the business case for cloud is now. SD-WAN is approaching that stage. Asking people if they want SD-WAN will fall flat if you don’t explain the business case in real terms. Provide examples of real use-cases such as a gas station’s network goes down and they can’t run credit cards. Every minute lost is tons of revenue. And if that company has multiple branches? 10-fold loss.

Businesses rushed to the cloud without realizing what that connection really means if it goes away. SD-WAN is an actual solution to the difficulties of the cloud transition.

The key element MicroCorp partners can embrace in order to sell SD-WAN is to demonstrate the real need. SD-WAN enables vital business services to stay up when an outage happens so they don’t lose tangible amounts of revenue.

Want to know more about how to bring the most innovative technology in the channel to your partners and customers? SimpleWAN and MicroCorp are educating partners every day on how to connect customers with SD-WAN. Talk to us today to learn more.

Check out our ultimate guide on selling SD-WAN to learn more about the technology itself, how it integrates and supports other solutions, and how channel partners can take full advantage of it.

The right vendor designs SD-WAN according to the needs of the client.

Demand Customization in Your Clients’ SD-WAN to Ensure Success

The new enterprise has arrived. No longer are employees required exclusively to arrive at a set start time at a physical location, find comfort in a cube and churn out unrealistic outcomes. Today, technology has made flexibility possible through the cloud and Software as a Service (SaaS) applications that help companies achieve success regardless of physical location. As such, professionals now work from home, the road and any other location that supports their focus on work-life balance.

The drive to implement software-defined wide area networking (SD-WAN) solutions is facilitated by the demand for improving branch office connectivity and mobile capabilities among those branch employees who must be able to be productive on the go. Plus, companies are looking for solutions that enable them to integrate existing services that meet the requirements of the customer base. The best way to accomplish this is with custom installations, initiated by experienced teams.

To truly get the benefits associated with SD-WAN, it’s also crucial that licensing is simple, and all-inclusive. This simplified connectivity ensures features are more easily configured to meet the needs of the customer, without adding to the price. The solution also needs to incorporate access to hybrid networks to solve connectivity challenges at each location. Wireless, of course, is a must as it is no longer a back-up service, but instead a key element of productivity.

Still, there are a number of different elements inherent in the operation of the multi-location company that must be considered before SD-WAN can be implemented and start to deliver value. For instance, a particular company understands they are ready to make the move to SD-WAN, but has long relied on multiple carriers to support branches across many states. In order to modernize the network, simplifying connectivity and network management is critical, while keeping application performance top of mind.

The best approach is to study the needs and usage patterns of each independent branch so as to truly understand the needs that must be met in order for SD-WAN to deliver value. Then, in the process of designing the right SD-WAN development plan, it helps to consider best practice applications that help meet the needs of the individual users. Bring Your Own Device (BYOD) strategies, for instance, help to leverage existing services, while preserving device and usage habits employees already have.

Working in collaboration with internal IT and IP teams is also essential, as they will bear the responsibility for the SD-WAN and anything supported through this new deployment. Their understanding, buy-in and support are essential to any project with the primary goal of changing the network so as to support leading-edge technology and new ways of doing business.

This is where MicroCorp comes in. Our experience in the industry revolves around understanding the needs of our clients through their lens, not ours. When we partner with you to deliver solutions to your clients, they’re focused on benefits and not processes. We’ll work with you to design solutions that best meet your clients’ needs, and you determine the best approach to customization through key collaborations. Contact us today to start those conversations.

Check out our ultimate guide on selling SD-WAN to learn more about the technology itself, how it integrates and supports other solutions, and how channel partners can take full advantage of it.