What makes a successful supplier 

Gaining experience in multiple areas of the channel, Aram’s view on suppliers has changed as he’s got to know that side of things better. He’s noticed that the most successful suppliers focus on two main things – the quality of the product and the activity or responsiveness to TSDs. 

The product needs to be great, first of all. It needs to be something that the partner community and their customers want or need. Below that, the responsiveness and proactive activity of the advisor and supplier relationship is the next most important thing. 

How advisors can narrow down solution choices 

With so many different solutions available in the market, it makes advisors’ jobs harder, but also ensures that the customer gets a solution that meets their needs.  

Aram says there’s a certain amount of discovery you have to do with customers to make sure you’re on the right track. The more questions you ask, Aram says, the easier it is to filter down options and find a solution that really fits.  

The trick to being a good advisor is often to ask the right questions to uncover the customers’ true needs.  

How advisors can avoid becoming one-solution focused 

When advisors are partnered with suppliers, it seems a no-brainer to recommend those tools for your customers. But if you truly want to serve your customers, finding solutions that are closely tied to their wants and needs is the priority.  

By looking at the customer’s issues and then finding a solution, you can avoid being overly focused on one particular solution than if you simply looked for a place X solution could fit in.  

To hear more of Aram’s advice on how to find success in the channel as an advisor or supplier, tune in to the full episode.