I simply don’t understand why a business would sign partnership agreements with a new reseller on the understanding that if they deliver nothing you will “tear up the agreement”. What a waste of everybody’s time and effort.
If you don’t think it’s going to work as a partnership then, you’re probably right. Like all relationships a business partnership takes time and effort and commitment from both sides and usually a degree of planning and expectation setting doesn’t go amiss.
A few areas to look at in detail before you even think about signing a partnership.
Suitability of product/solution or offer Why you’re taking this route Margin chain – is there enough in the margin pot to feed all tiers? Your resources to support this activity Training/knowledge transfer Sales Marketing Support Operations/logistics Finance Affordability and impact on pricing and margins available Potential for sales conflict with your current operations and sales teams And most importantly how you will resolve them
Line up for success and remember that less is more. Fewer of the right partners is infinity preferable and scaling can follow
October 2022: Omnichannel Contact Centre provider Daktela UK announces collaboration with Trust Partner Services, a move which will open significant new business opportunities for a select number of channel partners in the UK.
Daktela UK is an experienced player in the cloud contact centre market. Established in 2010, their senior leadership team have worked in the contact centre industry for over 30 years selling solutions through direct and indirect sales channels.
Daktela have an ambitious recruitment campaign underway with a mission to establish a small number of strategic partnerships within the UK channel reseller community.
Differentiation is a critical component for resellers, and Daktela enables their partners to do exactly that – instead of being one of several bids with the same technology offer, Daktela is both unique and incredibly functional and feature-rich, across the small to mid-enterprise customer space.
To ensure that they connect with the best possible channel partners, they have engaged Trust Partner Services to guide them.
“We are excited to grow our footprint in the UK with Trust Partner Services. Daktela has the best technology at the best price, and we see channel partners playing a significant role in our expansion plans,” said Steve McSherry, UK Country Manager at Daktela UK.
“Sophisticated customers expect a sophisticated experience. Businesses are turning to their providers to source the right technology, but we understand you need to differentiate to remain competitive. With Daktela, resellers can stand out from the crowd and have a real point of difference.” continues Steve McSherry.
Graham Bunting, Founder at Trust Partner Services, said: “Demand is growing for omnichannel as customers demand a better experience. Daktela helps businesses enjoy a more joined-up approach to communications. We will be working with resellers to help deliver this message and explain the benefits of Daktela. Partners can also bring their expertise with Daktela’s open API, creating a joint enterprise that benefits both parties. This, teamed with their staged approach to Contact Centre deployments, gives ultimate flexibility for resellers.”
About Daktela UK
Daktela UK is a leading provider of cloud-based communication, uniquely combining pioneering digital technology with over 30 years of real-world customer experience. They are on a mission to help UK businesses to create extraordinary customer experiences with their flexible, scalable packages. To find out more, contact: info@daktela.co.uk or visit http://www.daktela.co.uk.
About Trust Partner Services
Trust Partner Services are a niche consultancy specialising in supporting Technology/Voice/Software vendors’ go-to-market strategy and ecosystem building in the UKI & Europe. Founder Graham Bunting’s experience of local markets, and network, is second to none, having worked at partner, distributor, and vendor levels.
To grow your business, we are committed to innovation, partnership, and a relentless focus on what’s next. Simplification, communication, and localisation provide a clear advantage in any market. We are the company you can trust to help you deliver Experiences that Matter to your channels and customers.
I recently came across some photos and as is often the way, it sparked a bit of retrospection. Thinking back to the experiences I was afforded in a role I held previously when I was employed at global telecoms vendor Avaya – and there were many. These experiences were for the most part shared with the folks working in our channel partners and most of whom I have personally known for more than 30 years. This is going to shock the reader because I know what you’re thinking – you simply do not look old enough Graham! 😉
Anyhoo, back to my reminiscing. The photos that I came across were from a trip we had to the Kruger National Park, followed by a few days in Mozambique. I am going to share these on Linkydink and Twitter for my good companions and friends to join me in the (hopefully fond) retrospection. So no people tags here, but if you are reading and reminiscing too – enjoy
Very recently (well about 7 weeks ago to be more precise), we participated in the annual Channel Live expo, held at the NEC in Birmingham.
We have exhibited there a few times with our partners and had some decent engagement, and this time was no exception. In fact, I would chalk this one down as one of the most successful, in terms of actual potential partnership opportunities for our current vendor partner Inovo Telecom.
AI and Automation
My business partner and I had been asked to participate this year, as presenters for a couple of the theatre topics – “AI and Automation”; and “Creating Sticky Customers”.
Despite it being quite some time since presenting to an audience like this, I was really excited and as a result hugely enjoyed my session, which is a topic I have a particular passion for anyway (thankfully)
Both sessions can be viewed below or via our Youtube channel (QR code connects)
QR code to Trust Business Partners Youtube channel
As someone who gets to see a lot of new technology early, I’m often excited by the possibilities this affords our channel friends and colleagues.
How about you? Are you
1. Equally stoked by the opportunity of engaging with your customers to share an exciting new solution?
2. Not too fussed and prefer to stick to your core product or solution offer?
If you’re the second option here, then I’d urge you to consider this…
Your customers are investing in technology that you’re not providing and whilst they’re not talking to you, they’re building relationships and trust elsewhere. This carries risk for you as other suppliers are option 1 players and they’re following a LAND AND EXPAND strategy that will see them displacing you at some point.
Make sure you’re really clear about the road ahead and that you are sure you’re “up for the challenge”. It’s not simply a case of “build it and they will come”.
If you’ve done your preparation well, the rewards are there with a great execution. But don’t even think about “playing at it”
Trust Business Partners has announced a new contract with Ascentae to support growth into the UC VAR space. Trust will provide business consulting services to support the growth strategy of Ascentae, a fledgling UK distributor of AV equipment and services.
David Pitts and Graham Bunting will be working with Jon Knight of Ascentae to promote CREATIVE WORKPLACE SOLUTIONS as a key differentiator for UC VAR’s to sell more to their existing customers and make them stickier.
It’s a debate that many businesses face as they ponder the possibilities of digital transformation. How can the benefits of greater collaboration be embraced without losing all paper-based processes? The business value of improving collaborative opportunities may be obvious, however, there seems to be a degree of apprehension when it comes to transferring to digital. One major barrier to change is workplace culture and the reluctance to introduce new technology for fear of disrupting tried and tested processes. Organisations want to take small steps towards a new working world rather than a giant leap to overhaul existing practices.
Ascentae’s exclusive distribution agreements include the Nureva HDL300 Audio conferencing technology. At the heart of the HDL300 is Microphone Mist technology, which fills the room with 8,192 virtual microphones.
Listening to all microphones simultaneously, it dynamically selects the one closest to the speaker, ensuring the best quality sound for remote listeners.
“Trust and integrity are the foundations of partnerships,’ says Graham Bunting ‘and we are looking forward to working with Ascentae to help grow and expand their business.”
What’s in it for me? And What are you going to do to help me? These are just two of the key questions any potential channel partner will be asking, presupposing that you can get an invitation to meet in the first place. How quickly can the new partner generate profitable revenues, and who will assist them to price, win and implement their initial sales? Next steps are to really build a significant revenue stream together and manage the support issues and obvious cash management challenges, notwithstanding the “hygiene” factors of ongoing training and relationship- building ongoing trust and goodwill. It is a worthwhile journey if you are committed to this path. One word of caution- don’t do this if investing is something you are trying to avoid – you can’t build success by “allowing” partners just to have access to your offering. You may make a few opportunistic sales, but you won’t build a business.
Graham Bunting -The Partner Catalyst 
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