The first two legs of the Stay Ahead of the Game roadshow have seen channel players getting valuable inside information from experts on how to win customers in the area of virtualisation, Cloud computing and mobility.
ARN last week wrapped up the second leg of the national networking tour, Stay Ahead of the Game (sponsored by Dicker Data, Fujitsu and Microsoft) in Brisbane, following launch in Perth on September 30. The tour hits Sydney on October 15 before travelling to Melbourne on October 29 at Comme (7 Alfred Place).
For Sydneysiders, the educational and networking event will present to partners on Tuesday evening from 5:30-9:00pm at the Ivy Sunroom in Sydney.
So far, the valued speakers for the event have treated partners to a hearty mix of market tips, personal experience and market insight.
First on the podium is Mark O'Shea, a 20-year technology veteran and Microsoft Windows MVP. He talks about the steps needed to target the most profitable opportunities and win sales, and how to change the customer conversation.
O'Shea said recent developments in technology industry mean that VARs must focus more on the value-add part of the role they play; that's where the money is and what clients demand. He said there are big opportunities in the area of server consolidation and upgrade; disaster recovery and cost-effective storage solutions.
"You need to focus on targeting the most profitable opportunities and winning sales. Those who can use data to their advantage will win," he said.
Next up is Fujitsu Australia and New Zealand channel manager, Daniel Campbell, who discusses the industry pace of change and challenges, highlights four key strategies for success, and how to get the most from vendor partners.
The final speaker is Ari Palandjian, Dicker Data's business unit manager. He walks through how to bring the right components together, and pack a profitable punch in terms of helping resellers build the right-fit solution for customers.
The speakers agree that now is the time for partners to get skilled up in the area of virtualisation, Cloud computing and mobility given the up-sell opportunities available, along with the fact that many SMB customers are clearly overwhelmed by choice.
They said resellers are in an ideal position to stay ahead of the game by realising new and emerging market opportunities from Cloud offerings, shift business models to become a consultative partner, and help customers make the right strategic decisions and transform business needs into technology solutions.
Partners can learn more and hear from the experts at the Sydney and Melbourne shows on October 15 and October 29, respectively. Register here.