Partnering well: getting the most from technology experts

partnership

Matt Parker, CEO of Babble unlocks the secrets to successful technology partnerships

Even before COVID-19, many organisations faced considerable IT challenges. Now, COVID-19 is rapidly pushing companies to operate in new ways and IT is being tested as never before. As businesses juggle a range of new systems, priorities and challenges, including business continuity risks, sudden changes in volume, real-time decision-making, workforce productivity, security and customer satisfaction, leaders must act quickly to address immediate systems resilience issues and lay a foundation for the future. If leaders wait until the other side of the pandemic before applying lessons learnt from the experience so far, it will be too late. Long-term strategies for greater resilience need to be determined now; for many, strong technology partnerships will be critical to this.

Here at Babble, we’ve recently been announced as the Five9 EMEA Reseller of the Year for the second consecutive year, so you could say we know a thing or two about successful partnerships. Our relentless strive to build long-term relationships with clients and implement services that guarantee business continuity and eliminate the hassle and expense of traditional on-premise contact centre software, has in turn benefitted our relationship with Five9, driving record European sales for the business.

So, what’s the key to building successful long-term partnerships?

Seek seamless integration

Firstly, if you lack the skills or resources in-house to deliver business-critical technology solutions, you must look to a partner that can seamlessly integrate into your business – and quickly. But always remember, the best technology partnerships are those that are worth more than the sum of their parts, and these relationships must be mutually beneficial.

Look beyond the costs

Cloud technology negates the need for bulky upfront costs, which can boost digital transformation, especially where financing is an issue. However, leaders should not focus on the partnership costs alone. Businesses must carefully consider the supplementary support they need and will receive when it comes to innovation, digital transformation and engineering. It is crucial that decision makers understand this at the outset to ensure they don’t enter into partnerships that are ultimately disappointing, and short term.

Leverage expertise

usiness leaders must be prepared to put the innovation and investments being made by cloud and technology experts to good use. Most businesses will choose to work with at least one technology provider as they look to leverage their deep expertise and numerous cloud services, and getting the most out of them is about committing to a partnership. Don’t think about the short-term – you should be committing to a relationship that allows you to leverage expertise for years into future.

Remember the basics – check product functionality/offering

Don’t lose sight of what you require the partner for and ensure that the products the chosen partner can deliver align with and provide the functionality that your end users require.

Nurture relationships 

Don’t forget that technology partnerships are no different to any other relationship. The best partnerships are built on a long-term basis, so while it is critical that a strong working relationship exists from the outset, this is not the only consideration. The relationship needs nurturing. Communication is fundamental – and with a global workforce that is now more technologically agile and available than ever before – there really is no excuse.


partner, Business, Partnering well: getting the most from technology experts

Matt Parker

Matthew Parker is CEO of Babble, an LDC-backed provider of cloud communications solutions to the SME market. He was formerly CEO at Lumesse, a HgCapital business and more recently, CEO at Path Intelligence. Matthew was also Chair of Petrotechnics, a BGF-backed business.

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