As customers increasingly prioritize business outcomes over product features, vendors are under pressure to deliver clearer value propositions that partners can build on to create differentiated solutions and customer experiences.
Partners say that many vendors still focus too heavily on technology capabilities rather than the results customers want to achieve, making it harder to communicate value and drive successful outcomes. In this episode of “In the Margins,” Larry Walsh and Bryn Nettesheim discuss these trends and insights gathered from channel partners during their travels in Valencia, Spain.