Technology Reseller v45

technologyreseller.co.uk 31 E-COMMERCE the last 12 months, we’re spending time aligning sales teams to educate and upskill them with in-depth product information and training from the wider BDR team, including our new family members. Considering the pace at which SMEs have adopted cloud services, we’re also working hard to educate them about the benefits of working with a Managed Service Provider, explaining how a reliable technology partner can help them get back to BAU. TR: What do you see as the biggest challenges facing channel businesses today? MR: First and foremost, the channel needs to support the implementation of successful hybrid working strategies. While our market has traditionally been voice and internet, it’s converging with cybersecurity and network management, so it makes sense for a reseller to have all of those value-add services within their wheelhouse, otherwise they risk losing customers to their competitors. The channel is perfectly placed to help organisations utilise their data to benefit their business – after all, we are supposed to be the technology experts. However, given the complexity, we’d recommend smaller resellers work with experienced data science partners, rather than relying on guesswork for the best chance to succeed. TR: Could vendors and distributors do more to help you overcome these challenges? And if so, what? MR: As wholesalers ourselves, we know how important it is to support our reseller partners, but if we don’t know what they need there’s not much we can do. Honest, transparent and prompt communication is key for the correct support and advice. BDR Partners allows small resellers to take advantage of the wide range of products and expertise within the wider BDR Group, and we’re always open to hearing new suggestions for how we can help drive their sales. The trick is having an agile and committed partner backing you. If you feel you can ask questions in relation to all the challenges you face, you are working with the right partner. TR: Are customers becoming more demanding, and if so, in what ways? MR: SMEs want a plug and play, hands-off experience but may be put off by the larger investment required for a Managed Service solution. We see this as an educational challenge, informing prospects of the benefits of managing their services and how that value completely dwarves the added cost. For Enterprises with so many siloed systems, establishing a simple, single source of trust is key, as is developing an easy experience for complex solutions. We don’t see this as impossible, but instead consider it a challenge that we relish and take great pride in overcoming. TR: If you could change one aspect of your job, what would it be and why? MR: Having more time to spend with staff, to get their feedback on how the business is running and how we can improve. We’re truly a family at BDR, and we want to make sure everyone, especially new staff from acquisitions, feels welcome, supported and part of that family. https://bdrgroup.co.uk/ Digital Space launches online marketplace Digital Space, the cloud managed services provider, has launched a new online store where businesses can buy IT equipment and smart devices with next-day delivery. The vertexKIT marketplace is part of Digital Space’s ongoing plans to strengthen its customer service offering and forms part of the IT provider’s recently launched supply chain service, Tech Space. By working with leading vendors, Digital Space claims it is able to provide competitive prices and best of breed technology all in one place. Sarah Lambert-Gibbs, Head of Supply Chain Tower at Digital Space, said: “We are delighted to finally announce the launch of vertexKIT, an exciting marketplace where customers can purchase IT equipment and smart devices, from PC monitors to contact centre headsets. “The benefits of vertexKIT are vast, with businesses being able to get hold of equipment quickly without the high associated costs. What’s more, with CSR being an integral part of many IT purchasing decisions, the marketplace offers customers greater sustainable choices, including hardware recycling, carbon neutral laptops and refurbished hardware.” Shane Gehlig, Product Manager at Digital Space, added: “vertexKIT provides our customers with an all-inone complete solution. If a business is receiving their connectivity, productive and secure services through Digital Space, they no longer need to go elsewhere for IT equipment. Their account managers can work with them to provide an all-encompassing service that is hassle-free and time efficient.” Headquartered in Newark-on-Trent, Digital Space is a leading technology platform and solutions provider. Born from managed services provider Timico, it announced its own transformation into a cloud-first provider in June 2021, following multiple acquisitions of lead cloud practices, including Arcus Cloud Services. www.vertexkit.net Sarah Lambert-Gibbs

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