Last week, we had the privilege of hosting San Francisco Technology Channel Sales Group (TCSG) members for an evening of discussion, networking and panel presentation with Jim Cavanaugh from AppDynamics, JJ Hanley from FusionStorm and Mike Flanagan from FinancialForce.com.
As 70% of all IT transactions now flow through the IT channel,* all three panelists agreed that the VAR business model is growing and evolving in support of the technology sector. They also noted that this business model is driven by the end customer need for support on their equipment, networks, infrastructure and maintenance requirements, which they do not have the “in-house” talent for.
Other topics covered during the panel ranged from the social and technical challenges facing sales teams in the channel today to how channel companies could use technology to better serve their sales teams and customers. Jim Cavanaugh highlighted the importance of speed and accuracy in quoting processes. He gave some examples on how it used to take days for his sales team to send a quote to their customers and how today’s CPQ tools allow sales teams to effectively and quickly configure, price and quote goods and services to prospects and customers.
*CompTIA’s IT Industry Outlook 2015 – Research Report, January 2015