Interview
value for our partners, providing improved product offerings, integrations, and sales. Tis will allow our partners to identify up-selling and cross-selling opportunities more quickly, build on relationships with customers, and create more predictability in their sales.
How will channel partners navigate challenges such as the skills gap, the evolving partner ecosystem, changing business models etc? Te skills gap will remain a real challenge for channel partners in 2023, and the answer is to be open to ways of working that improve the employee experience. Finding and retaining technical talent, especially specialist identity skills, is front of mind for channel partners, which is why creating a developer persona within our community is critical. Eliminating complexities for developers and giving them a more seamless environment to work in is key to making sure their work and overall experience is more rewarding. To modernise alongside such a rapidly changing ecosystem,
we hope to see partners take a more active role, and focus on what I call the ‘six motions that matter’ – find, develop, influence, deliver, manage and transact. Tese create harmony with customers and deliver a ‘win-win’ outcome for everyone. As more customers embrace cloud-based services to address
changing business models, securing identity and access and streamlining the user provisioning process becomes vital. Te same goes for customers going through mergers and acquisitions or building more robust processes for a growing workforce outside of the office.
What is the key to success in a partner programme that businesses should focus on? Te single most important part of any partner programme is to listen to partners and learn from their experiences. Feedback is the lifeblood of successful, sustainable partner initiatives. In our new programme, we want to collaborate more closely
with our partners, learn from them, and offer better support in everything from sales and integration to product offering.
50 | March 2023
“Finding and retaining technical talent, especially specialist identity skills, is front of mind for channel partners, which is why creating a developer persona within our community is critical.”
Partners need to be able to see how successful they are and
have regular opportunities to share their insight and their experiences with us. Tis offers certainty and transparency, and that’s why we are establishing a partner experience team which will oversee advisory groups.
What do you think will be some key trends in the channel for 2023? Hybrid and remote working will remain the key trend driving change across businesses in every sector. The expected economic turmoil will see companies revisiting and optimising their office strategy and assessing their environmental impact and ESG credentials. We also expect to see further innovation driven by the macro
trends of cloud adoption and remote working. We hope our partners can start creating full-stack solutions for customers, taking a strategic approach to identity, and leveraging the full force of combined technologies to drive real value in the marketplace.
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