4 Key Strategies for a More Successful 2018

A look at what SMB clients will be looking for — and how you can turn those areas into strategies for growing your business.

December 22, 2017

3 Min Read

When it comes to the IT business, the only thing that’s constant is change. You need to take an agile approach and be ready to take advantage of new opportunities to stay ahead. Here are some of the emerging areas to consider as we enter 2018.

1. Look for outsourcing opportunities

Technology is getting more complex for end-user companies. Greater computing capabilities can be had at a lower price than ever. Put those two together and you have a great opportunity: convincing small- and midsize businesses to forego managing their own IT infrastructure and outsourcing it to you instead. More and more, companies are realizing that they need to focus on what they are good at. Put your emphasis on building out a well-rounded technology story. It should include security, of course, but there are many, many areas that make a business productive and profitable. The more you can diversify your portfolio of solutions, the more types of verticals you can serve and the better your chances of landing multiple new clients.

2. Take aim at IoT

As the Internet of Things is gaining momentum and interest among consumers, businesses are seeing the potential benefits, as well. They can collect and mine customer data, better-connect their operations and business tools, manage devices and improve security, make their products more accessible, and accelerate procurement. In short — boost overall productivity and efficiency. There is a wealth of opportunity here. Take a look at your existing and prospective clients, and understand the potential business value of IoT for them. Then, turn it into a supported offering.

3. Get educated on promising technologies

IoT is getting all the buzz right now, but many technologies are undergoing waves of evolution and innovation. Look closely for the ones that can power your clients’ businesses and take the time to educate yourself about them. This puts you in a much better position compared to others who are content to ride with their existing portfolio. New technologies that fit well alongside your current offerings will help you stand out from the competition, deliver business value to customers, and drive more revenue for you.

4. Get closer to your vendor partners

Don’t overlook the opportunity to tap into resources and co-market with your vendor partners. It takes time away from running and serving the current business, but vendors have resources in place and are ready to help. Consistent efforts in conjunction with one or more vendors, to both new and existing customers and focused on your strategic verticals, can build you an ongoing and sustainable pipeline of business. Think outside of email prospecting. For example, events such as “Security Days” that educate your community of customers on important topics have proven to be highly successful at building stronger relationships with current clients as well as engaging new ones.

While technology change brings challenges, it also brings opportunities. Focus on the latter. Look for alignment with your customers’ business goals, and you have a formula for a prosperous 2018.


Cameron Tousley is Partner Community Manager at ESET North America. Learn more about partnership opportunities at https://www.eset.com/us/business/partner/.

This guest blog is part of a Channel Futures sponsorship.

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