In an increasingly crowded and competitive channel market, systems integrators and value added resellers are struggling to maintain competitive advantage and retain their customers. According to a recent research by Talk Talk and Ovum, it seems that resellers are missing a trick when it comes to understanding and acting upon their customer’s needs.
The research indicated that respondents were concerned with the lack of transparency in the channel with regards to pricing, delivery and vendors. In addition to this enterprises were fairly candid in the view that resellers did not have technology in their locker to satisfy their current needs, let alone future development s like social media and BYOD. Some 57% felt frustrated by the lack of business awareness among their service providers and nearly everyone agreed that suppliers’ reputation counts for little in the modern ICT purchasing environment. This suggests that they must prove themselves repeatedly, particularly when it comes to cost and quality of delivery. This clearly calls for change on multiple levels, but how should service providers go about meeting all the customer expectations?
This web seminar addresses this issue and answers questions including:
- Is any service provider truly capable of meeting all end user expectations? Can these expectations be managed?
- How should service providers make sure that their client strategies are fit for purpose?
- Can the channel change quickly enough to satisfy increasingly complex client needs before it is too late?
- How to deal with the lack of transparency in the channel and obsession with cost issues?