Tag Archives: 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.

How does a partner ecosystem improve your business?

How a Partner Ecosystem Can Move Your Digital Transformation Goals

How does a partner ecosystem improve your business?Digital transformation is one of the greatest goals of many companies today, and though its ultimate form may look different, it’s still one of the biggest single-direction pushes around. Thus, companies are putting a lot of resources and investment behind such development. What if, however, there were a way to achieve digital transformation without the enormous expense? It may be as simple as the use of a partner ecosystem.

What Is a Partner Ecosystem?

A partner ecosystem is a group of firms that have decided to partner, to work together, in pursuit of common interests. These partners—some of which are even competitors—might do such things as share innovations or create mutually-interoperable systems to become part of a larger-scale ecosystem.

How Can a Partner Ecosystem Help Advance Digital Transformation?

A partner ecosystem can deliver value on several fronts to improve the pace to digital transformation.

Less concurrent development. Instead of having five companies spend huge amounts of research and development capital trying to invent the same thing, some have found that it’s better to let one company focus on one point, while someone else focuses on another. The result is a partner ecosystem that’s developing the same project, but different parts.

Greater focus in development. Major companies like Amazon, Facebook and Google have all been putting partner ecosystems to work for some time now, using open-source libraries to both contribute to and derive insights from them. By working in a partner ecosystem, while there’s some giving away of insights and development, there’s also plenty of receipt, allowing companies to stop trying to reinvent the wheel and instead take advantage of what’s already known.

Improved supply operations. While ecosystem partners have long been counted on in terms of supply and demand, partner ecosystems provide improvements to the supply chain by opening up the individual data silos that companies represent, and allowing everyone to take advantage of the information contained within. A major example of supply technology improved by partner ecosystems is blockchain, which allows every company in the ecosystem to share data and verify what’s going on.

Partner ecosystems allow you to address technology outside your wheelhouse.Partner ecosystems can enable you to provide a complete solution for your customers even if you lack the expertise in a particular area. For example, if you need to provide infrastructure, having a trusted IaaS expert in your ecosystem allows you to become the trusted resource for your customer while working with your expert colleague in the background.

How Do I Get Started Using a Partner Ecosystem in Digital Transformation?

If you’d like to take advantage of what a partner ecosystem can do for you, then all you need to do is get in touch with us at MicroCorp. We have a complete ecosystem community we call the Solutions Alliance that brings together agents and other independent providers to help you move along the path to digital transformation.

Digital transformation can take business to the next level, but it must begin with the right foundation.

Internal Networks: The Right Foundation for Digital Transformation

Digital transformation can take business to the next level, but it must begin with the right foundation.No one puts up a building without first considering its foundation. Whether it’s a concrete slab, reinforced concrete over a basement, or even just a level patch of ground, what you build a building on is just as important as what you do it with. While plenty of businesses these days are considering digital transformation strategies—and with good reason—there’s a lot to do before then, and that means a great opportunity for those looking to supply businesses with the right foundation for digital transformation.

What Should Businesses Know about Preparing for Digital Transformation?

Current phase of growth. Businesses must consider just where they are already in the overall market space in order to determine where to transform to. A December study from CompTIA found that most businesses are currently in the process of transformation to either a moderate or high degree, and that’s going to fundamentally impact just what kind of digital work should take place.

Ultimate goal of growth. Businesses also need to consider where they’re ultimately growing to. Businesses considering a more consultant-style role will need different growth points than those considering a recurring-revenue model. The ultimate goal of the digital transformation requires different elements to reach.

Complexity of current operations. Some may even be considering a digital transformation to address issues of complexity. If complexity is the primary driver behind growth, it too will require new elements. Very few businesses are already seeing business get less complex, which prompts key insights about overall growth.

Profitability of growth. That earlier-mentioned CompTIA study had one common element: all surveyed were most concerned about leaks in profit margin. Being able to present information and projections about the profitability of a digital transformation track can be a significant help in overcoming objections and driving further development.

How Can I Help Businesses Get Ready for Digital Transformation?

Building your foundation to help other businesses get ready for digital transformation starts by getting in touch with us at MicroCorp. We can help you get the right tools that you’ll need, thanks to our status as a master agent for a substantial lineup of firms. With us in your corner, you can offer your clients the tools they’ll need to get their foundation started.

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.