New research has revealed that channel partners are evolving from a one-size-fits-all, buy-and-install approach to becoming strategic advisors to SMEs, which could be beneficial for both parties.
According to a report from Sage, SMEs can expect greater digital agility thanks to the transition, which can help their competitiveness, while technology resellers are promised the possibility of significant growth avenues.
Figures now indicate that more than half (55%) of technology resellers are focusing on offering strategic advice and services rather than acting solely as technology solutions providers.
SMBs are getting even more out of their channel partners
Driving change, three-quarters (73%) of technology resellers say SMEs consider investing in digital agility a high priority, one in three (29%) see it as a way to drive business growth and a quarter each as a way to improve competitiveness (24%) and increase efficiency (23%).
Additionally, only half (54%) of SMEs are recognized as “fairly digitally agile” by channel leaders, highlighting the scope of growth.
Sippora Veen, Sage’s Vice President of Global Partner Marketing, commented: “With the adoption of advanced technologies such as artificial intelligence and a commitment to developing skills, we are better positioned to help SMEs meet the challenges and thrive in the digital age. This collaboration is essential to fostering innovation and mutual growth.”
In terms of areas of focus, three in five (58%) channel leaders see AI and automation as crucial to driving digital agility, 57% highlight the importance of cybersecurity solutions, and 47% highlight the cloud/SaaS applications.
Despite the clear benefits of offering advisory services, channel companies continue to face challenges, from finding the right employees with the desired skills (35%) to a limited understanding of AI technology (44%).
Overall, both SMBs and technology resellers face business growth opportunities as channel companies begin to offer more services, but without adequate resources, others risk being left behind.
