3 Industry Changes Giving Our Channel Partners a Big Advantage

Yesterday, TBI kicked off our new partner webinar series with a topic that’s been creating some waves in the channel community: technology convergence.

I, along with our Sales Trainer, Dave Landsberger, decided to develop this series of bimonthly webinars because our industry is in the midst of a major transformation. Unfortunately, we’ve seen a lack of education being provided to the channel community surrounding this transformation and we want to fill that gap. Our goal is to help our partners gain a better understanding of the changing trends so we can focus on how you can use these changes to expand your business and profit from them.

In case you missed it, here are the 3 technology changes we discussed and how they work in your advantage (you can also watch the whole webinar by following the link at the bottom).

1. How Technology is Purchased

In the past, hardware, software, and connectivity have all been sold separately, by different points of contact. But now, businesses are asking for one source that can offer all the technology products and services they need, because it’s obviously much more convenient for them. This puts you in a great position since your customers have already put their trust in you for some of their technology needs. Now you have the opportunity to build on that trust and grow your offering to include any of the other services your customers are getting elsewhere.
technology convergence
2. The Form of Technology Itself

The second change is in the form of technology itself. The Internet of Things (IoT) is one example of technology that will continue to cause a huge uptick in data and bandwidth consumption. Because of this projected growth (which is actually more of an explosion!) there is huge profit to be made in selling data and connectivity services. Again – you are in a great position to expand into these areas.


3. How Businesses View and Utilize their IT Departments

Whereas IT used to be the go-to fix-it shop for all things tech, these days, businesses see their IT departments as a way to drive innovation and as a strategic partner in their greater business objectives. Because they want their IT personnel to focus on broader, more strategic projects they are looking to outsource the more nitty-gritty everyday IT tasks to an outside source. Your customers will be looking for an IT adviser; someone to help them navigate the managed services and cloud landscape. Guess what? This is another role you can easily move into.


With these changes, your opportunity for business profit and growth has increased exponentially and we are here to help you take advantage of it all.


To watch the recorded webinar click here.

technology convergence webinar 1

Watch our second webinar “Knowledge as a Service (KaaS)” here.


About the Author

Adam Knudsen is Director of Sales at TBI. He manages a team of national channel managers and guides them in providing the best support and industry expertise to each and every partner. You can contact Adam at aknudsen@tbicom.com or connect with him on LinkedIn.