Agenda | Channel Partners Conference & Expo 2022

By many accounts, channel partners are not taking the time to create an IT road map for their customers. If you want proof, consider that only 20% of all digital transformation plans are completed, leaving greenspace to pursue. Accelerating growth will require unconventional thinking on the part of channel leaders who must bring together hardware, SaaS and services. That is the future of hybrid IT distribution. With the market headed in that direction, the adviser that masters all three will be at the table with their customers. In this session, attendees will gain insight for establishing a sales methodology that includes upselling, cross-selling and solution selling. This is achieved by constantly evaluating the MRI of the customer and presenting opportunities based on an authentic prognosis. It all adds up to purpose-built strategies for a modern sales team that's empowered to navigate paths to transactions with total confidence.