Channel partners in the age of the tech-literate c-suite
Business is digital . This year has forced an acceleration in transformation plans , and organisations are now faced with the challenge of having to both preserve operations , while also future proofing business against whatever disruption comes next .
The resulting focus on technology means leaders need to understand it intuitively . A new VMware study found that more than 70 % of EMEA business leaders believe CEOs and executive leadership positions should be filled by people with technology career backgrounds , such as in app or software development . Because technology literate leaders delivered improved efficiency across the whole organisation ( 50 %), increased business performance ( 42 %), greater innovation potential ( 40 %) and better customer experiences ( 37 %).
The rise of the tech-literate CEO
On one hand , a more tech-literate leadership means the business case for technology investment is easier .
On the other hand , where that investment should be prioritised can pull the business in different directions . It ’ s why many of the channel partners VMware works with are talking to customers about their digital foundation – a platform to deliver the experience customers expect , run the apps and services that are fit for today ’ s disrupted markets , and support employees in working in ways that best enable them to do their job .
But being able to effectively implement a digital foundation requires support – and that ’ s the channel opportunity lies .
Why now is the time to become the C-suite ’ s technology partner
Businesses with real technology knowledge are much clearer on what they need . As they move IT into the heart of the boardroom , 80 % of EMEA app developers and tech leaders know that without successfully modernising applications , organisations will be unable to deliver a best-in-class customer experience . It is vital that partners enter conversations focussed on delivering that result for customers and talk the same language . Both understand the role technology can play , and it presents a great strategic opportunity for partners to use their knowledge , experience and solution set to help .
These partners ask questions like ; how are customers creating a multi-channel experience ? How can multiple clouds help deliver the apps they need ? How are they getting the digital tools into the hands of employees at scale ?
The strategic advisor to knowledgeable leaders
Having these conversations recognised as driving business value and not just about improving speed and efficiencies , isn ’ t an overnight process . It requires investing in training and certification provided by vendors , like VMware ’ s Master Services Competencies .
This isn ’ t anything new – partners can prove to customers they have the skills and knowledge required , through vendor validation of their service capabilities . What is changing is the rate of technology evolution – enterprises want future proofed technologies .
Alex Pryor , Head of Innovation for iOCO says , “ Choosing the correct technology partners should give you more than just a product . They should give you thought leadership , rigorous attention to quality , and ultimately make your company run better . VMware ticks all the boxes to ensure our technology goals can be met with ease .”
When providing knowledge and support , partners can make the step from supplier to strategic advisor to business leaders , with a focus on how technology can support delivering commercial goals , rather than just on the technology . Tech-literate leaders know that if they are to elevate technology to a strategic position across the organisation , create an environment which delivers modern apps to serve customers with the experiences they expect – they need to access tools quickly . This can only be achieved with truly strategic consultancy and advice .
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