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

Strategy


Shutterstock

Plug-in, power strip

Plug Into a Technology Ecosystem for Business Success

  • Written by Craig Fulton
  • August 3, 2018
Today, the expectation is that instead of explaining how the technology works, we will explain how the technology helps grow a business.

Most of us first heard the word “ecosystem” in high school biology class. If your science teacher was anything like mine, you learned how elements in the natural world – from plants and animals to soil and air – are interdependent on each other. The successful interaction of these individual parts is what allows our world to thrive.

Now let’s jump from the natural world to the IT world. Like an ecology-based ecosystem, the technology ecosystem consists of a number of individual but interrelated elements. Businesses that fully understand how the parts of the technology ecosystem work together and how they can leverage the resources of the ecosystem for their own benefit will quickly find themselves meeting their goals and growing their bottom lines.

Today’s technology ecosystem consists of four elements: customers, solutions, technology teams and services. Understanding the role of each is critical to learning how to take advantage of the ecosystem as a whole.

Customers. One of the most important parts of the technology ecosystem is customers. Customers need to keep up with their competition, and they know that technology is the best way to differentiate themselves. Meeting the rapidly evolving technology needs of our IT solution provider customers is paramount to the success of their – and your – business success.  

Solutions. Solutions fulfill our customers’ technology requirements. Because each customer is unique, and its technology needs are always evolving, a top-notch technology ecosystem provides quick and easy access to a broad choice of solutions from which to choose, allowing you to meet your customers’ changing needs and positioning you to help drive change in their businesses.

Services. The services you deliver to your customer on top of solid hardware and software solutions are a critical part of the technology ecosystem. Why? The services you are able to provide – consulting, business intelligence, help desk and so forth – position you as a valuable partner, differentiate your business and solidify the client relationship. The services you provide are what bind the customer need to the solution. This is how you add value.

Technology teams. A technology ecosystem connects customers to solutions and services via technology teams. Each technology team consists of more than just service technicians; it’s made up of people who represent every step of the customer journey, including sales, finance, consulting, marketing and more. Each team member provides deep ecosystem knowledge about that team’s specific area of focus. If your business has a single focus, such as managed services, it may have only one team. If your set of offerings is broader, best practices dictate that you should stand up a technology team for each unique offering.

Ease the Shift to a Customer-First Focus

During the past decade or so, as clients have grown smarter about technology, IT solution providers no longer find themselves able to dazzle by hooking up hardware and turning on software features. Customers simply expect that technology will do what they want it to do. End of story.

Today, the expectation is that instead of explaining how the technology works, we will explain how the technology helps grow a business. This makes connecting an outcome that technology will enable more important than ever. This represents a huge shift in our relationships with current and prospective clients. Increasingly savvy customers and exponential technological innovation have provided an opportunity for IT businesses to move away from their traditional roots as technology suppliers to take on the role of a trusted partner.

To make this shift, the focus must evolve to one where understanding a customer’s needs takes priority over the laser-focused selling of technology solutions. Listening to a customer and considering its needs first is critical to establishing your organization as a valuable partner and trusted adviser rather than as a simple provider of technology.

The best – and easiest – way to meet this change in expectations is to leverage a thriving technology ecosystem that gives technology teams the ability to match services, solutions and relationships to a customer’s unique needs. (See how it’s all coming together?) Plugging into a technology ecosystem creates the opportunity for every single technology organization – even those who are part of an internal IT team – to provide an unprecedented variety of choices for solutions and services.

The result? A positive outcome for everyone. Both you and your customers gain a competitive advantage, new capabilities and the opportunity to capitalize on new opportunities for revenue, which makes everyone a winner.

Craig Fulton is chief product officer at ConnectWise, where he oversees product management and development of the ConnectWise platform portfolio. Fulton credits his 20+ years in the technology sector, including time spent as a support desk and field technician, for helping him understand what partners want and need from their business management software.

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Best Practices Channel Research Strategy Technologies

Related


  • Money Bag
    Pax8 Follows Wirehive Acquisition with $96 Million in New Equity Capital
    The new funding will allow Pax8 to better support partners.
  • Security shield on digital background
    FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues
    How can SOAR help improve the security effectiveness of cyber defenders? Join Stephan Tallent, Sr. Director of MSSP and Service Enablement at Fortinet, as he discusses the benefits of SOAR and how it can help MSPs improve their client revenues.
  • Dell Latitude 9420
    Dell Optimizes New Commercial PCs for Conferencing
    Dell Optimizer uses AI to filter background noise and improve performance.
  • Class Action Lawsuit
    Massive SolarWinds Hack Leads to Class-Action Lawsuit
    The suit seeks to recover damages for SolarWinds investors under the federal securities laws.

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

  • Microsoft Source Code Accessed by SolarWinds Hackers
  • Alteryx Chooses Palo Alto Networks Vet to Lead Go-to-Market Plan
  • Today's Dynamic Networks Need a Converged Approach
  • MSP 501 Profile: Monroy IT Services with a Minority's Perspective on the Channel

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

Help Your Customers Mitigate Malware: Viruses, Worms, and Trojans…Oh My!

January 15, 2021

SMBs’ Cybersecurity Risk Awareness Is Rising

January 13, 2021

Your Cloud Data Is Protected, But Is It Portable?

January 12, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

How Managed Hosting Providers Thrive with the Alternative Cloud

February 24, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 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

.@IBMServices snaps up #MSP Taos for #hybridcloud expertise. dlvr.it/RqggQR https://t.co/Fy3uPDtLNw

January 16, 2021
ChannelFutures

.@LenovoBusiness launches its thinnest #ThinkPad to date @CES, revamped ThinkBooks and #ThinkReality glasses.… twitter.com/i/web/status/1…

January 16, 2021
ChannelFutures

Help your customers mitigate #malware @Tech_Data #cryptolocker #antivirus #ransomware #cybersecurity… twitter.com/i/web/status/1…

January 15, 2021
ChannelFutures

Advantages of the Subscription business model for MSPs and IT Resellers @kaspersky dlvr.it/RqgDJn https://t.co/ay694fudp3

January 15, 2021
ChannelFutures

Cloud #distributor @Pax8 launches in UK with leadership team in place. dlvr.it/RqfJWx https://t.co/RsKDCowM5V

January 15, 2021
ChannelFutures

bit.ly/3oO2vFY twitter.com/Craig_Galbrait…

January 15, 2021
ChannelFutures

The Ultimate MSP Guide to Sales Efficiency @zomentum dlvr.it/Rqc63q https://t.co/rHIVLkR01K

January 15, 2021
ChannelFutures

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools dlvr.it/Rqc62k https://t.co/MQDcIYc7G9

January 15, 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