https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 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

Related


  • Vendors: How Do You Measure a Partner Relationship?
    Vendors still struggle to gain a genuine insight into their partners’ needs. So what can they do?
  • Public sector IT
    Public Sector IT Funding Outlook for 2021--and What It Means for Our Reseller Partners
    Public sector IT resellers must anticipate customers’ changing priorities to most effectively position offerings.
  • New challenges and opportunities_many path options
    The Top IT Challenges Executives Will Face in 2021
    Obstacles include bridging the IT skills gap, managing remote workers and managing migration to the cloud.
  • Financial Services
    Xerox Financial Services Launches to Help Enterprise, SMB Customers
    The new business works with any third-party dealer or reseller.

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

  • Avoiding the Great Waste: Connecting Unstructured Data to AI, Analytics via the Cloud
  • TA Associates to Acquire Virtual Desktop OS Provider IGEL
  • Companies Seek IT Security Resellers with Technical Know-How
  • HP Calls on Partners to Embrace Its Sustainable Impact Initiative

Galleries

View all

Channel Partners Virtual 2021 Is the Hottest Ticket in Town

February 26, 2021

Industry Perspectives

View all

The “Roaring 20s” Are Coming

February 25, 2021

Three Ways MSPs Can Improve Supply Chain Security

February 24, 2021

SASE: The Key to Mitigating Business Transformation Risk

February 22, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 17, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021

White Papers

View all

Ready To Add Cutting Edge IoT Solutions To Your Portfolio?

  • 1
February 25, 2021

What Is The Value Of Distribution For The Internet Of Things?

February 25, 2021

The Internet of Things (IoT): Where do You Begin?

  • 1
February 25, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

Amazon WorkSpaces @awscloud DaaS client will be available on @IGEL_Technology virtual endpoint client OS.… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@VMware cutting more workers in California as part of ongoing #workforcerebalancing. #layoffs… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

#CPVirtual is March 2-4. It’s the hottest ticket in town — any town, since it’s 100% online — so make sure you have… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@datto, @ThreatLocker partner to streamline #MSP secure business operations. dlvr.it/RtYvJK https://t.co/nKGnwbblNO

February 26, 2021
ChannelFutures

Infographic: Why Partner with Sierra Wireless and GetWireless? dlvr.it/RtYh1m https://t.co/KcBFzXIx7l

February 26, 2021
ChannelFutures

Infographic: The Sierra Wireless Essential Series dlvr.it/RtYgxv https://t.co/CatxbRHzXr

February 26, 2021
ChannelFutures

#Threatprotection is no small matter for #MSSPs. Find out what vendors say you have to do this year to protect your… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

Cloud strategies and cybersecurity are key, and #COVID19 will have more impact than #Brexit on U.K. channel, says… twitter.com/i/web/status/1…

February 26, 2021

MSSP Insider

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.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 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