Security remains as popular as ever
One area of tech that hasn’t seen any slowing down is security. It remains as popular as ever with customers for one simple reason – it ties into everything in tech.
As Derek explained, whether you’re talking about unified communications, migrating data to the cloud, or business disaster recovery, there’s always a security component attached to it.
AWhile the conversations have evolved as technology and the threats facing businesses do, it always needs to be part of the conversation.
An advisor’s main job here is to figure out two things, Derek says:
- Risk tolerance of the customer
- How to put tools in place that make sense for that business
Desktop-as-a-service is the next big thing
Desktop-as-a-service, or DaaS, is what Derek predicts will be the next biggest wave in the channel. Derek sees a future where we can buy a cheap shell of a computer and get all of the resources we need from the cloud. This is especially big right now, with many call center agents working from home that could benefit from a DaaS solution.
It could even be as simple as a Chromebook, where you can log in and get access to a fully secure platform without having to worry about cable providers at home or the security solutions on an agent’s laptop.
If you’re not already involved with DaaS, Derek recommends all advisors start to learn more about it.
Why advisors don’t need to be the go-to tech expert
You need some understanding of what you’re selling so you can have the right conversations with customers. But how much do you really need to know about the technology?
According to Derek, less than many advisors think. Earlier in his career, Derek strived to learn everything there was to know about the solutions he was selling. But resulted in missing out on opportunities with customers and even tension.
Derek says that advisors shouldn’t try to position themselves as experts on the tech but experts on the procurement process and contract negotiations instead. That’s where advisors bring the most value and expertise.
Partnering with suppliers and technology experts then provides that extra layer of service for the customer, without advisors having to learn every last detail about every solution.
Hear more insights and advice for advisors in the full discussion with Derek.
