Regional organisations are rapidly looking at transforming their daily operations and processes to be able to thrive in the digital era. Industry experts explore how channel partners can help in defining that digital transformation framework to help cater to customers' evolving demands.
Having a clearly laid-out digital transformation strategy is no longer an element regional organisations can ignore. The rise of digital technologies has made it imperative for firms to understand the implications of this on-going revolution. Research firm IDC predicts worldwide spending on digital transformation (DX) technologies to be over $1.2 trillion in 2017, an increase of 17.8 percent compared to 2016.
However, the challenge lies in the fact that most organisations lack the knowledge as to what are the first steps in creating a robust digital strategy.
Channel partners can play a critical role in aiding customers' digital transformation journey. Partners with their feet on ground are the first ones to detect market changes and can help guide customers.
Savitha Bhaskar, COO, Condo Protego, says that channel partners in the Middle East who are unable to transition from the pure reseller model will become irrelevant to customers on their digital transformation journeys.
"In contrast, partners who build industry vertical knowledge, consulting capabilities and able to offer services such as Infrastructure as a Service (IaaS) and Software as a Service (SaaS) will be able to establish a trusted value-based relationship with their customers. Vendors have a huge role to play in encouraging, helping, and rewarding their channel partners in transforming themselves," she adds.
Partners should play the role of trusted advisors to customers; however, they will be in a stronger position if they themselves have embarked on the digital transformation journey.