Mark Braxton, Channel Manager, A/NZ at Polycom
1. Key channel plays for 2015
Partners need to recognise the changing work behavior of the Australian workforce and adapt their selling strategy and offers to reflect this. In relation to unified communications for example, organisations are wanting to enable their workforce to collaborate from anywhere at any time with easy to use video and content that is embedded into their workflow.
This could include video and content being accessible on a mobile device while on a manufacturing floor, for example. Partners should pay close attention to these trends and look to offer solutions that best fit customer’s working behavior and preferences.
2. Key technology for 2015
As more businesses turn to video collaboration tools to transform the way we work, we will see more organisations choosing service-based, Cloud-based and / or subscription-based models when purchasing and implementing technology, particularly in relation to video collaboration solutions.
The new “as-a-Service” driven marketplace is making it easier and more accessible for organisations to implement technology such as video within the business and it is becoming a great option for SMEs and first time users.
3. Key message to the channel for 2015
Maintain strong relationships with your ecosystem; this includes customers, vendors and other partners within the vendor ecosystem who may have complementary skillsets. Strong relationships are key to success in this industry, particularly in such a small marketplace like Australia.
It’s also important to invest time in your customers and the vendors you are providing services on behalf of. Understand their business needs and challenges and look for ways you can best support them. Remember, customer needs are constantly changing, so your sales strategy and partnering needs to evolve too to ensure you can win the bigger deals.
4. Key warning to the channel for 2015
The IT space is constantly evolving so channel partners need to stay ahead of the latest trends and innovations to ensure they can be a trusted advisor for customers and a reliable and creditable partner to vendors. It’s also important to invest in your team by giving them the training, resources and expertise they need to succeed.
5. Key to Polycom’s success in 2015
The channel is an extremely important part of our go-to market strategy. 100 per cent of sales is done through the channel, so we are committed to investing in our partners to ensure they have the knowledge and skills to succeed in this dynamic environment.
This year we rolled out a new global channel program in the US and will look to roll out a bespoke program for Australia in early 2016. The new program will be based on feedback we receive from our partners to ensure they are getting the most out of the partnership with Polycom. It’s an exciting time for them and the IT sector as a whole.
