Business leaders know about the need for operational efficiency. They also know that digital transformation is probably the best way to get there. Many businesses are already pursuing change, with Forrester predicting this would be the year that we’d cross the 50% threshold for cloud platform adoption in enterprises.
However, there are still many roadblocks to transformation being experienced by your customers. We uncovered some of the main ones in this recent blog, including resource and resistance, legacy infrastructure, and a lack of clarity around the goal of transformation. Below, we’ve compiled our top tips for helping your customers overcome challenges like these, and how to support them, as a trusted channel partner.
Educating customers on legacy alternatives
Many businesses are still reliant on legacy infrastructure, especially older ones. Our blog on why we’re still talking about legacy in telecoms details the reasons for this. Including, of course, the rapid rise and adoption of cloud-based technologies and business applications.
And while there are many reasons why businesses should be reducing their reliance on legacy – like the fact that it slows business down, stifles innovation, and is costly to maintain – it’s true that the complexity of this infrastructure can make a move away from it feel like a daunting undertaking. The only way to get around this being a blocker to digital transformation is to educate your customers on the alternatives to legacy, and on the advantages gained by adopting them.
Filling them in on the substitutes for ISDN is an obvious place to start, especially since BT has announced it’s aiming to begin withdrawing ISDN functionality from 2020 and to have it fully phased out by 2025. With Gamma’s SIP trunks, you can offer your customers with a PBX alternative that’s not only significantly cheaper than ISDN, but also more flexible and resilient.
There’s probably no end of digital updates to be made to your customers’ IT and telecoms. Perhaps they don’t know about them, fully understand them, or have misconceptions about them – whatever it is, the trick for you is to educate them on the alternatives they could be using, and all from a single provider.
Presenting a clear business case
Another common problem, perhaps slowing down digital transformation for some of your customers, is business-wide understanding and backing. IT leaders often struggle to get the budget or buy-in from the wider business, to make digitally-driven change happen. In fact, our own research shows that 78% of companies wish their own digital transformation initiatives were going faster. And just over a third (34%) say the incentive for digital transformation was IT-led, with leadership feeling more inclined to respond to business or customer-led problems or needs.
But updating ageing assets, infrastructure or processes will always bring benefits, whether or not it’s in response to a different kind of challenge. So it’s up to you to help your customers build the business case for change. Whether it’s a switch to VoIP (Voice over Internet Protocol) services or the rollout of a UC (Unified Communications) strategy, the elements to be included in any business case are clear: from cost and efficiency savings, to the opportunity for improved margins, agility and productivity.
Positioning yourself as a strategic partner
Successfully helping your customer build a business case for digital transformation is just the start. You also need to be able to back it up with the goods. And the good news is that, as a Gamma channel partner, you can do just that. Which means being able to position yourself as an indispensable strategic partner who will facilitate their journey to digital transformation.
By being able to offer an integrated family of cost-effective IT and communications solutions, all delivered via Gamma’s resilient, next generation network, you can help your customers do things in new ways that wouldn’t otherwise be possible. Removing complexity from communications and propelling their digital transformation along the way, all while helping them to be a more progressive business – one that’s truly fit for the future.