A lot of changes are happening in the Channel – many providers are conducting large layoffs, IT managers are turning their attention to the security risks of employees using their own mobile devices, and, in general, the lines between IT and telecom are blurring. Along with change often comes opportunity. How will you turn these “threats” into more business?
- Provider layoffs of direct reps could mean more competition. It only makes sense that some of these former direct sales reps are going to turn to the Channel. But think of it this way – with less direct sales people, providers are starting to realize more value in the Channel. As long as you stay sharp on the industry and keep up with provider trainings, you really should benefit. Plus, as a professional sales person, a little competition has never scared you, right?
- Channel news sources are blowing up with information on the Bring Your Own Device (BYOD) movement. Mobile devices, especially smartphones and tablets, aren’t going away any time soon, so this “industry threat” could be a huge opportunity for you. IT managers are used to working to prevent outside threats, and now they need to learn how to protect their data based on the use of their own employees. That’s where you come in.
- This year’s Channel Partners Conference and Expo is focused on the convergence of IT and telecom – and that’s the way the industry is going. While this may seem like a new development to your clients, this is not news to you. You may have been providing these combined solutions for years, but with this realization comes great marketing for you. For instance, now that “cloud” is a buzzword, how many more clients have actually asked you for it recently compared to just a couple of years ago when they would give you a blank stare when you mentioned Hosted VoIP?
Good business people know how to adapt to change. Great business people find opportunities in change. What industry threats have you turned into positive change?
