Why the channel needs to prioritise data services
Connectivity is everywhere
In modern business, connections are everything: Digital transformation has enabled us to communicate and collaborate around the clock, with greater ease and efficiency than we’ve ever known. It’s taught us that any space can be a workspace, breaking down the barriers that once caused remote workers to feel cut off, and made truly global interactions and partnerships an achievable reality.
As a community, we’ve embraced the possibilities we’ve been presented with, evidenced by Cisco’s prediction that global internet traffic in 2021 will be equivalent to 127 times the volume of the entire global internet in 2005. The statistics also revealed 2016 was the biggest year ever for content consumption.
What customers want
By 2020, the global big data market is predicted to be worth $57 billion. Given its size and estimated expansion, it’s no wonder that a growing number of tech firms are looking to create a viable offer to data-hungry businesses and consumers.
For channel partners entering this market, it’s a positive story, the rewards are clearly there but no one should take them for granted. Big money is like shark bait to tech providers.
By 2020, the global big data market is predicted to be worth $57 billion.
As soon as they smell it, they start circling. When the waters are busy with rivals, the only way to stand out is to really understand the prospective customer, and to have an offer that directly addresses their needs.
This boils down to three things:
Doing data differently
Every business is unique. Even those in the same market, and of the same size will have their own variations. As a result, their data usage and connectivity needs are all different. Some may be looking to address a storage requirement, others (such as service-orientated businesses) will be looking at a converged data and voice solution to modernise their core telecommunications. Whatever the customer’s needs, it’s key that you, as a channel partner can address them. So it makes good business sense to look at a data package that’s versatile and reliable with features such as high bandwidth and excellent performance SLAs.
The reliability factor
Regardless of the customer’s needs, reliability is going to be high up the tick list, particularly for SMEs who’ll be looking to their provider to deliver services that work and can scale exactly when they need them to. Keep in mind things like the type of back-up you’ll be able to offer, through either single IP presentation if the main server experiences trouble, or an easy to set up temporary office.
Businesses aren’t just buying a data and connectivity package for today. They’re buying it for tomorrow as well. Keeping up to date with the latest in data trends and mapping them to customers’ needs is best practice for a channel partner. New features and upgrades matter, even to customers being on boarded today. Knowing a customer’s priorities is central to the successful selling of data in the channel. Then it’s just a matter of making the case for it.