By Symantec Guest Blog 2

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Here are four key tips to help you do just that:

1. Step outside of your comfort zone: Key trends – cloud computing, virtualization, mobile, and information explosion–are transforming the industry and having a profound impact on customers of all sizes. Don’t be afraid to step outside of your comfort zone and expand your footprint. By taking an information-centric approach, you’ll be able to confidently capitalize on the opportunities that mobility, virtualization and cloud computing present.

2. Consider all of the options when it comes to solution delivery: Our customers’ environments are becoming increasingly complex, and you have more options than ever when it comes to how you deliver solutions—traditional software, cloud solutions or appliances. By having this flexibility, you’ll be able to more effectively provide customers with solutions that meet their technology needs and fit their budget.

3. Be your customers’ primary partner, but don’t forget about your network: Partner collaboration is like being a primary-care physician. While you may refer your customers to other specialists in your network, they still come to you for all their primary needs. Find a partner who has complementary expertise and bring them in to help you meet your customers’ needs.

4. Get down to business and invest in education: It is important for partners to continue to invest in themselves by making business education a priority. In 2012, partners should increase their focus on business and market education by truly understanding what drives their customers’ business, and what technology will help support continued growth.

This is a new year – and a chance for a fresh start to make your business even better than it is today. When working with new, existing, or potential customers, try and remember the tips that I have shared. It is important to always be thinking outside of the box, and anticipate what your customers’ needs will be five or ten years down the road. Put your business hat on and make 2012 a great year.

Randy Cochran Symantec Channel Chief