Can You Double Your Business in 2019? Absolutely, Says Janet Schijns
…and vendors down to the good ones — the ones that listen, that provide education over training, that value their channel and understand that without it, they’ll never succeed.
Doubling your service provider business is entirely possible, said Schijns, with just a few changes to business models. Partners should narrow their focus and stop trying to be the IT generalist of yesteryear. “Go narrow to get big,” she said.
Some hard conversations have to happen around partners’ talent profiles. Just like some vendors have to go, so, too, do some people — maybe even the business manager in certain instances, such as if they also act as the sales manager (the number one leader Schijns says most often needs to change).
Business owners also need to understand that the old adage of “It isn’t what you know, it’s who you know” no longer holds water. In today’s era of social media influencers, it isn’t who you know — it’s who knows you.
While it may seem out of reach, Schijns stressed that growing a channel business hand over fist isn’t a pipe dream. It just requires a different mindset. It requires partners to double down on recurring services, bite the bullet and let go of vendors and employees that are hindering growth, and put themselves out there so people can put a face with the business name.
Can you double your business in 2019? According to Schijns, absolutely.
- Page 1
- Page 2