The Tech Channel’s Dirty Little Secret: From Sales to Strategic Slavery
A new study from Sage, the accounting and financial software giant, has revealed a shocking truth: the tech channel is abandoning its traditional sales-driven approach and embracing a new era of strategic slavery. That’s right, folks, the channel is no longer just about making a quick buck; it’s about becoming the trusted advisors of small and medium-sized businesses (SMBs).
According to the study, a whopping 55% of IT resellers are now prioritizing strategic advice over sales. That’s right, they’re willing to sacrifice their own financial interests for the sake of building stronger relationships with their customers. But why?
The answer lies in the growing demand for digital agility among SMBs. These businesses are desperate to stay competitive in a rapidly changing market, and they’re willing to pay top dollar for the right advice and guidance. And that’s where the tech channel comes in.
The study found that 54% of channel companies are focusing on driving the adoption of innovative technologies for SMBs. That’s right, they’re not just selling products; they’re helping their customers navigate the complex world of technology. And in return, they’re reaping the rewards of a loyal customer base and a steady stream of revenue.
But don’t just take our word for it. The study also found that 73% of IT resellers believe SMBs consider investing in digital agility as a high priority. That’s right, they’re not just looking for a quick fix; they’re looking for a long-term partner that can help them stay ahead of the curve.
So, what does this mean for the tech channel? It means that the days of simple sales are behind us. It means that the channel must adapt to the changing needs of its customers and become a trusted advisor. And it means that the channel must be willing to sacrifice its own financial interests for the sake of building stronger relationships with its customers.
But don’t worry, the channel isn’t alone in this new era of strategic slavery. The study found that 90% of channel leaders are confident in SMBs’ ability to achieve digital agility within the next year. That’s right, they’re not just optimistic; they’re convinced that their customers will succeed.
And that’s the dirty little secret of the tech channel: from sales to strategic slavery. It’s a new era of partnership and collaboration, where the channel is no longer just a vendor; it’s a trusted advisor. And that’s a beautiful thing.
