From hybrid working and remote collaboration to cyber security and driving organisational agility, businesses will be increasingly looking at the channel as a trusted advisor to support them on their journey to digital transformation. But what are the key trends shaping businesses strategies this year and what will be the impact on the channel? Daren Finney, VP Global Channels, Mitel shares the key trends he foresees.
The channel will need to meet their customers wherever they are on their communications journey
In 2022 and beyond, many of the world’s business communications will continue to be made across on-prem, private cloud and hybrid communications systems. The channel partners who will be most successful in 2022 will be the ones who deliver full communications lifecycle management: effectively meeting customers wherever they are in their communications journey with world-class technology solutions and flexible options that help them modernize at their own pace while maximising their existing investments.
The channel needs to provide more flexible solutions to businesses and help them change the way they engage with their employees
Employees will want to understand the purpose of their work and how their contributions are making a safer, more equitable, cleaner planet. In 2022 hybrid work will become the rule rather than the exception, with only occasional gatherings in the office. Therefore, the channel needs to provide collaboration technologies that will be used in new ways to support company culture and help a remote workforce stay engaged.
Technology vendors will put a stronger emphasis on partner engagement as the channel becomes a key strategic influencer for organisations
A better partner experience breeds better customer experiences. Creating a stronger engagement program for partners equips them with the tools to be the best influencers to customers. The cloud will drive the need for change at all levels of channel organisations and with businesses increasingly leaning on channel partners, the overall channel will become more influential.
The channel needs to provide solutions that keep up with the demand for greater security
As CISO’s assess the post-pandemic landscape, many will begin implementing a ‘password-less’ security model in 2022 to better deploy solutions across their organisation. The channel needs to provide businesses with the right solutions to allow employees to access their data not just remotely but also securely.
Perhaps unsurprisingly, the outcome of nearly two years of uncertainty and rapid change, customers are in wildly varying states of progress when it comes to their IT – some are equipped with the latest and greatest of cutting-edge technology, others are still getting to grips with the technology they invested in years ago.
That’s precisely why the role of the channel will continue to be critical and focusing on these key trends will stand them in good stead for the year to come.