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January 31, 2022
Savvy solution providers will take advantage of any resource that can help win more business, reduce expenses and close deals. This is even more important in the healthcare space, where solutions can get extremely complicated, and the revenue stakes can get high.
To help its partners succeed in the healthcare market, Ingram Micro has updated its Business Transformation Center (BTC), a complimentary service built to help engineer complex multi-vendor solutions.
What Is the BTC?
Traditionally, the BTC’s value lies in helping resellers close deals by providing end users with access to demos. Additionally, the team has created labs that help resellers decide which solutions to sell.
Because today’s solution landscape has become so complex—especially in healthcare—the BTC team has broadened its expertise so that members can have a more holistic and comprehensive approach to solution building, thus helping partners win more business.
The BTC Process
Within healthcare, Ingram Micro has created a reference architecture, or a lens through which to view the industry. This ensures that all needs of the vertical are being considered and addressed when solutions are being built. The healthcare reference architecture checklist consists of assessments, safety, workflow, infrastructure and security. Each piece of the architecture can uncover customer needs and sales opportunities.
The process begins and ends with assessments, and there are a few different ones that Ingram Micro offers. First are financial assessments of a customer. This can be a powerful tool, especially for smaller solution providers who lack the financial capital to take on a large deal. For example, during a financial assessment, Ingram Micro might determine that it can shoulder the burden of risk so the reseller isn’t overextended.
Another common assessment within healthcare is for wireless infrastructure. Healthcare facilities are using wireless technologies more, and dead or weak wireless coverage must be eliminated.
Finally, the BTC offers INFRAM+ assessments, perfect for large organizations like hospitals. This approach considers the input and goals of hospital administrators, clinicians and, importantly, the IT staff. It asks: How can everything work together so each stakeholder gets what they need from a solution? The result is a roadmap that helps maximize immediate results and plan for future technology investments.
Why Call the BTC?
The BTC offers resellers the ability to try different things, deliver guaranteed value and not limit themselves to a handful of solutions. Simply put, the BTC team can help solution providers get in touch with the “why” behind a comprehensive solution and help close deals. At its core, the healthcare reference architecture ensures that you don’t leave any opportunities on the table—and that your customers are satisfied.
This guest blog is part of a Channel Futures sponsorship.
Read more about:VARs/SIs
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