thebiginterview A GATEWAY TO PARTNER SUCCESS
With channel partners calling for increasingly efficient means of digital connection, Westcon-Comstor has launched PartnerCentral. CTO Rakesh Parbhoo, discusses the new platform.
What is PartnerCentral? PartnerCentral is a new multivendor marketplace. It’s a marketplace – and more. A place where partners can configure, quote and order complex hybrid solutions. From software, hardware, services or a combination of all three, partners can use the platform to accelerate their move to the cloud and adoption for as-a- service business models. Our partners have voiced their need
for more efficient digital connections, responsiveness and ease of engagement – an PartnerCentral is our response. Not only does it make it simpler to offer these services to end customers by easing the procurement and management of recurring offers, but it gives full visibility and control over the entire cloud supply chain. In addition, a tool known as Partner Insights gives partners the business and customer insights they need to capitalise on new opportunities and market trends.
Why do we need it? B2B buyers increasingly want to engage with suppliers through digital and self-services channels. In fact, Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. Tis shiſt, together with the increasing adoption of subscription and as-a-service models, is prompting a significant change in the way we all buy, sell and manage technology – and keeping up with these changes has never been more important. However, when speaking to our channel partners directly,
we noticed a common struggle when trying to migrate to subscriptions and services. Our latest research found that 78% of partners are only part way through this journey and facing a
18 | May 2023
variety of challenges in realising this full migration. Additionally, 60% of partners believe that a single platform to buy hardware and soſtware will help accelerate this shiſt. PartnerCentral provides the ability to
simplify complex transactions with an innovative marketplace experience. It brings transactional tools, data, insights, enablement and learning capabilities together to help partners succeed in this dynamic XaaS-focused world.
How does it benefit channel partners? Channel partners crave a digital interface to help them transform into more efficient and data-driven businesses. Tey also need the insight and foresight to recognise new opportunities before their customers ask for them. PartnerCentral brings this. It puts our partners firmly in the driver’s seat by giving them a single platform to buy and manage hardware, soſtware, and services in one place and also, the ability to track customer trends and challenges that can lead to new opportunities. PartnerCentral helps increase productivity, efficiency, and agility,
streamlining their business for success in today’s digital world. All of this is underpinned by advanced APIs and automation, making sure partners have complete visibility and control so they can focus on what matters most – their customers.
What makes PartnerCentral different from competitor marketplaces? Created with our partners’ needs in mind, PartnerCentral has completely transformed the way we work together. Subscription and as-a-service models can be complex to manage at scale but
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