Unified communications technologies are an essential part of any organization’s digital transformation strategy. And, as is the case in any large-scale implementation, organizations need assistance from an expert.
This is where a trusted partner with a proven track record is indispensable. Your team enables an organization to minimize its deployment headaches during transformation and increase delivery speed by helping conduct thorough analysis and planning.
Here are four steps that channel partners need to take to ensure a successful UC deployment and see to it that your customers realize the full benefits of digital transformation.
1. Get on the same page. Digital transformation can mean different things to different organizations. Your first challenge is to make sure you clearly understand what digital transformation means in this particular customer’s case and that you agree on the best way to achieve it. Begin by identifying the goal.. Ask your customer what it is looking to accomplish in its digital transformation. What parts of the business is it seeking to transform? Is it aiming to improve the experience of its customers? Enhance internal operations? Elevate performance management? All of the above? Equipped with this information, you will have a better understanding of the ways that unified communications can contribute to the customer’s digital transformation strategy.
2. Do your homework. Next up, you need to help your customer investigate the myriad technologies in the market, including collaboration tools, social media, voice, video and web chat. As a channel partner, you will really distinguish yourself by guiding your customers through the complex UC solution landscape and steering them toward selections that best suit their environment and best accomplish their goals. As a savvy partner, you should do your homework. Study other companies in your customer’s industry to learn what technologies are working best and where the industry is having the most success.
3. Walk the line. Every UC implementation involves distinct groups. There is the leadership team that’s driving the digital transformation, the operational folks on the ground who are enabling it, and their users who deliver the transformation experience to customers. As a channel partner, you need to be aligned with all camps. You need to embrace the vision of the CEO or CMO who is leading the charge. And you also need to work seamlessly with the people on the frontlines who are tasked with deploying the technologies, reworking the business processes and training the users . This is sometimes a fine line to walk and your success depends on striking the right balance. Miss the priorities of any of these camps and your job will grow exponentially more difficult.
4. Stay engaged. Finally, you should be able to measure the return on the investment of the c new technologies with the customer. Companies often implement technology on some vague promise of transformation. They go to an industry conference and hear some other company talk about its success and assume they will magically get the same return simply by greenlighting more technology. But your business is not magic. To ensure the success of your customer, you must put in the work. You must stay engaged long after the initial implementation is complete and help your customer conduct regular operational reviews to measure the implementation’s impact on the business and find areas where you can improve it.
The good news for channel partners is that a digital transformation is long-term initiative that takes place in increments. If you can help a company successfully reshape one part of its business, you then have the proof point you need to go to other stakeholders in the business and repeat the process in other sectors of the organization. Research firm Gartner estimates that only about 30 percent of digital transformation initiatives achieve the desired results. Perform well as a channel partner and you will have new customers beating a path to your door.
About Walter Monasterio
With over 15 years of experience in the industry, Walter has expertise in building global channel programs across various segments of information technology including unified communications, cloud computing and infrastructure. In his role at IR, Walter is responsible for driving North American channel and service provider revenue targets and management of the channel team. He works with all segments of channel partners and service providers to increase adoption of IR’s solution. He’s also responsible for developing channel plans and contributes to go-to-market strategies with a focus on the three strategic platforms, Microsoft, Cisco and Avaya.