Solution Providers Need to Understand What Customers Think

With so much uncertainty during the pandemic, solution providers need to spend time learning about the current behavior of their clients’ customers to better plan for the future.

There is a ton of polling starting to come out about what channel leaders think, particularly vendors. I’ve even cited some of this on the show, because you are looking for directional guidance.

Here’s a data point that should tell you something: From the 2112 Group, 30% of channel professionals were surprised upon learning how little cash their partners have in reserve for emergencies.

Also from that survey, 51% of channel professionals were surprised by the increase in webinar attendance and 34% by the ease of replacing live events.

So, what you’re telling me is that vendors don’t understand their solution provider customers — the sky is also blue and water is wet.

If you’re a vendor leader listening to this, you should know that the people who work for you don’t understand your own channel customers.

If you are a solution provider listening to this, you should forward this to your vendors, because they do not understand you.

by Dave Sobel

> Read the entire article, Solution Providers Need to Understand What Customers Think, at techtarget.com.