1. What will be the biggest challenge for the channel in the next 12 months?
Dealing with the impact of digital transformation. Channel partners face the same challenges with regard to digital transformation as our customers.
Specifically, partners who are used to doing business in the traditional way need to shift their models to focus on business intelligence and analytics, and on using data-based insight to improve the customer experience.
As part of that, there will be greater emphasis on bundling technology solutions to be more effective, flexible and aligned with customer requirements.
2. Which area of your business will grow the fastest in the next 12 months? And why?
Internet of Things-enabled Edge Intelligence solutions such as fleet management, fuel monitoring, temperature monitoring and mobile data enablement.
The ability to collect data at the point of critical activity anywhere and anytime, and to analyse that data to drive actionable insight, is what's driving business today.
3. What has been your personal highlight for your business in the last 12 months?
We've created, launched and executed a comprehensive channel program in record time. We've assembled one of the best, most experienced channel teams in the industry, and have structured the team to work effectively with master agents and partners.
We've done in a year what it takes others three to four years to accomplish.
4. What does it mean for your company to win this award?
It's obviously a great honor and a recognition that we've been doing things the right way in terms of how we work with partners. But it's really just a start, and one step in the direction we want to go in 2020 and the years beyond. We've raised the bar, and we need to continue to progress and move forward.
5. What will be the next big innovation in managed services?
I think it's less about high-profile innovation or the latest whiz-bang capabilities than it is about the ability to combine basic blocking and tackling with innovative approaches. Customers want innovation, of course, but they also have significant investments in existing, legacy technology that requires maintenance and integration.
Managed services providers who can address those existing needs while evolving to new platforms will be the true innovators.
As mentioned, the pressures of digital transformation in terms of driving new operational and customer engagement models. Old ways of doing business are simply no longer viable, and there's no choice but to adapt.
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