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.
Now let’s reconsider.. are you 1 or 2?
Graham Bunting -The Catalyst 
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