https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Solutions Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
  • MSP 501
    • Back
    • 2022 MSP 501 Rankings
    • 2022 NextGen 101 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2022 MSP 501
    • Channel Influencers
    • Circle of Excellence
    • DE&I 101
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Digital Transformation


Shutterstock

Transformer

Insight’s Ken Lamneck: Transformation Is as Transformation Does

  • Written by Howard M. Cohen
  • April 8, 2019
The most important transformation is happening to the customer experience.

By 2025, the average connected person will interface with 4,800 connected devices per day, says Insight Enterprises CEO Ken Lamneck.

“Why is that important to the conversation around how channel partners should be preparing for the future?” he asks. “Because all these connected devices need compute, they need storage, they need networking, and they need security. Ultimately, they need all the things that are part of our ecosystem, and there is incredible opportunity in that.”

How Do Channel Partners Realize Those Opportunities?

Insight Enterprises' Ken Lamneck

Insight Enterprises’ Ken Lamneck

Lamneck, CEO of the system integration and technical services consultancy, acknowledges that the classic value-added reseller (VAR) model still drives a large part of his business, but emphasizes that it’s no longer good enough to just be a “supply chain player.” Clients expect more. He suggests that channel partners planning for the future consider the answers to four questions:

  • How do we help our clients innovate better?
  • How do we help their workforces work smarter and collaborate better?
  • How do they run their workloads more intelligently?
  • How do we help them create more differentiation so they can be more successful in their business, not just for today but into the future?

Lamneck talks about the coming business transformation and how it will clearly separate those who can adapt and succeed from those who can’t. He emphasizes the importance of carefully tracking how your clients’ businesses are changing, and how technology is changing the very way in which they do business.

“The world is shifting from an on-premises IT environment to an as-a-service, subscription model,” he says, and channel partners must change with it. “Just like the cloud has gone hybrid, solution providers need to be [hybrid], too.”

CX: Focus on the Customer Experience

“The customer experience is the new frontier,” says Lamneck, “and our challenge now is to engage with customers on their terms. More often than not today this means digital engagement, and sales teams need to embrace this.”

He counsels that channel partners must field resources that understand how to drive costs out of IT while simultaneously innovating in unique ways — it’s a tactic that’s appealing to clients who aren’t just looking to manage their business but transform it. “That’s where technology can really create a frictionless convergence between sales and marketing, by blending up-front marketing touchpoints with the relationship management of a good sales team. If someone wants to transact digitally, that’s freeing up more time for sales to have the really complex conversations that clients need genuine help solving. When you can provide options that meet the way they want to interact with your company, they’re going to trust you when they need you the most.”

Lamneck’s best advice for channel partners? “Watch how technology trends are changing the needs of our customers and understand how we are evolving our business to help them stay ahead of the curve and stay relevant into the future.”

Value is key, Lamneck says. “You have to offer more value to meet clients at the intersection of where their customers’ and workforces’ demands are met by innovation and new, compelling experiences.”

Lamneck observes that the way in which people want to consume technology forces anybody who’s an innovator of technology to think differently about what they build, where it’s deployed, and how it’s accessed and make sure that solutions are based on business outcomes rather than being product-focused.

“This means thinking less in terms of the white-glove approach and more about enabling self-service by providing (B2B or B2C) consumers the types of content and communication hubs that mirror their shopping preferences,” he says. “When it’s done right, with reliable and actionable information, it translates into a highly personalized and personable experience.”

Tags: VARs/SIs Business Models Digital Transformation Strategy Digital Transformation

Most Recent


  • Black Hat expo hall 2022
    The Gately Report: Black Hat USA Edition with Cisco, IBM, CISA, More
    Black Hat USA has come roaring back since the COVID-19 pandemic.
  • Making Waves
    7 Channel People Making Waves This Week at Microsoft, Rackspace, RingCentral, Avaya
    Hackers targeted one UCaaS firm by impersonating the company's IT department.
  • Welcome Mat
    Okta Names Splunk Vet New Global Channel Chief
    Okta's global channel chief left the company in June.
  • Mergers acquisitions m&a goldfish crackers
    Latest M&A: IBM, Vonage, Nokia, GoTo, Nitel, Ensono, Huntress, More
    One cybersecurity company's $22 million July acquisition was its largest to date.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Focus
    Cisco Live! Day One: Focus on SASE, Passwordless, Purchasing Models
  • Microsoft Office 365 Business Booming for MSPs
  • Multicloud
    Google Cloud, Cisco Solidify Network Management Team-Up
  • 6, six
    Exclusive Networks Channel Update: 6 Takeaways

Upcoming Events

View all

MSP Summit

September 13, 2022 - September 16, 2022

Channel Partners Conference & Expo

May 1, 2023 - May 4, 2023

Galleries

View all

The Gately Report: Black Hat USA Edition with Cisco, IBM, CISA, More

August 12, 2022

7 Channel People Making Waves This Week at Microsoft, Rackspace, RingCentral, Avaya

August 12, 2022

Oracle Cloud & AT&T, AWS Lead Cloud News Roundup

August 12, 2022

Industry Perspectives

View all

How to Take Shared Responsibility for Securing Cloud

August 11, 2022

Seize the Application Modernization Opportunity

August 2, 2022

A Growth Mindset: Your Organization’s Strategic Differentiator

August 1, 2022

Webinars

View all

Outsmarting RaaS: Implementation Strategies To Help Your Clients Before, During, and After a Ransomware Attack

August 23, 2022

Why it is Important to Upgrade Aging Servers and How to use Live Optics to Upgrade Efficiently

August 25, 2022

Executives at Home are Not Alright: An Intro to Digital Executive Protection

September 8, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

ThreatLocker Preaches Zero Trust, Addresses Industry Competition

ScienceLogic Debuts New Partner Portal

August 9, 2022

Vonage a ‘Single Communications Stack Provider’ for Partners, Customers

June 27, 2022

IBM, Partners and the $1 Trillion Hybrid Cloud Opportunity

June 26, 2022

Twitter

ChannelFutures

.@splunk vet Bill Hustad named @Okta's new #channelchief. dlvr.it/SWXmws https://t.co/ILQesul0Cz

August 12, 2022
ChannelFutures

The Gately Report: #BHUSA edition with @Hacker0x01, @Cisco, @SaltSecurity, @CISAgov, @ExtraHop, @IBMSecurity, more.… twitter.com/i/web/status/1…

August 12, 2022
ChannelFutures

Channel People Making Waves Include: @kencarnesi, @szebenisz, @vasujakkal, @brettsmith52, @DaveMichels… twitter.com/i/web/status/1…

August 12, 2022
ChannelFutures

Nancy Henriquez, VP of Sales & Marketing at MSP 501 award-winning @synetek, touches on the importance of gathering… twitter.com/i/web/status/1…

August 12, 2022
ChannelFutures

.@Equinix's new hire is a familiar face in the telco channel. dlvr.it/SWXV6v https://t.co/jIg0LrZ4DO

August 12, 2022
ChannelFutures

Missed the news this week from @OracleCloud and @ATTBusiness? We've got it here. Plus, news from @AWSCloud and… twitter.com/i/web/status/1…

August 12, 2022
ChannelFutures

Huge channel-impacting acquisitions in the past month. We've got details on @IBM, @nokia, @GoTo, @EnsonoIT,… twitter.com/i/web/status/1…

August 12, 2022
ChannelFutures

Boost privacy by design with #shiftleft mindset and add #security to cloud deployments from start, says… twitter.com/i/web/status/1…

August 12, 2022

MSP 501

The industry's largest and most comprehensive partner awards program.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X