What really matters to customers often comes down to identifying the business outcomes they want. For Partners, this means being aware of the approaches that can help get them there. During the 2024 Sandler Partners National Summit breakout session “The New Minimum, What Technologies Every Organization Needs”, a panel of experts from leading Providers discussed how you can help identify the customer’s immediate requirements, tech that organizations need to compete, how to engage across the business, and strategies to position yourself to move beyond the initial sale to find new opportunities into the future.

David Povlick, Senior Sales Engineer – Midwest Region led this session, joined onstage by Malachi Threadgill, VP Marketing at Broadvoice; Terry Corder, VP Cloud Solutions with Fusion Connect; David Rizzo, Sales Engineer II – Partner Channel at Spectrum; and Jonathan Smith, Hyperion Partners‘ Vice President of Channel. They discussed how business requirements have evolved, entrenching the role that Partners hold today as the trusted technology advocates who help their customers meet their goals and provide savings!

During their presentations, the panelists touched on some key points of interest for Partners, including:

  • How decisions are being made by diverse stakeholders, often centered around specific areas like Finance, Operations, CX, and IT
  • Simplifying the conversation by asking “how they do business” to understand the way they make money and interact with their clients, allowing you to truly be their trusted advisor
  • Reviewing the wireless backup/failover and IoT solutions you can offer and commission with very little effort
  • Contrasting the Network of the past with the Network of the future, including an overwhelming preference (92% of respondents) of wanting a complete solution from a single service Provider

These were just a few of the highlights from this 45-minute breakout session. To gain additional insights, and hear their full presentations, take the opportunity to watch this session’s recording. You can also always follow up with your Channel Manager with any questions!

WATCH REPLAY

The Sandler Partners National Summit

The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers  – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.