So, what are some of the circumstances for entering into a partnership. As mentioned above, strategic partnerships can provide companies with access to additional business, resources and skills, not available by operating alone. This could be expanding into new territories, acquiring expertise in a particular technology or solution. It could be simply adding a number of skilled technicians or engineers to meet a particular deadline. On the other hand, it could be a way to diversify into new market areas and capture new customers. Whatever the reason, it is one way to grow and expand in a manner that would have been more difficult or even impossible without the establishment of a partnership.
Building a relationship between a vendor, reseller and distributor should by and large have no conflicts of interest. They will all share a mutual goal of providing a solution that meets the need of the customer. Indeed, it’s possible for each one to add value to the other. Whilst competition for business can be fierce amongst the reseller community, equally there are opportunities where it can make sense to have built a relationship with a business that offers complementary solutions. Indeed, for smaller resellers, this can be an effective way to compete for business against a larger competitor. Certainly, convergence in some technologies has made this need more likely. For instance, the rapid expansion of networked AV solutions that might also encompass a unified communications and security proposition require specialist expertise in each of those areas. For some, it could well be worth partnering with a company which has that missing expertise to provide the knowledge that isn’t currently in-house, in order to win or even retain the client.
Winning new business can also put a temporary strain on resource. A large project may require additional engineers or technicians to implement a solution. Resellers can look to Exertis in this scenario to provide that support using their professional services team. Our services can be white labelled and deployed as and when required, reducing the need for more costly investment. There are clear benefits for building strategic partnerships whether that’s strength in numbers or for new opportunities.
For further information on Exertis’ professional services, contact your account manager.