Secrets to TSD success in today’s market
Eddie believes that what sets the most successful TSDs apart is a combination of drive and the ability to lean into the resources available. By not leaning into resources such as the ones AVANT has developed, Eddie believes TSDs could be seeing just a small percentage of what their success could be.
One piece of advice Eddie has for TSDs and advisors is to learn as much as possible about security. Cyber security solutions are unlikely to dip in popularity anytime soon as it’s something that every business needs.
However, without the know-how, security solutions can be tough to sell, especially if you’re speaking to customers who are very tech-savvy. Knowing more about the products you’re selling is always important, but it may require a steeper learning curve with security. But there’s never been a better time to learn.
Why people, not just solutions, are key
People buy from people, and so relationships with customers and suppliers is so important for TSDs to focus on. Building trust and rapport is a worthwhile investment for any TSD looking to get ahead.
Rather than spending time putting together quotes and deal registrations, Eddie suggests dedicating resources that include spending time with partners, especially new ones who may require a bit more support.
The same goes for the end users. Your job is to try and help customers solve their business challenges and the best way to do that is to spend time learning about them and understanding them so you can make the best recommendations.
Advice for suppliers
Eddie also had some advice for those on the supplier side, such as Evolve IP. He suggests that suppliers spend time with their newer partners. Some of the older partners may help you hit your sales targets consistently. But you can’t count on that lasting forever. Strategies and circumstances change all the time.
That’s why it’s important to look beyond those old partners and spend time with newer technology suppliers and channel managers at TSDs as well. Look beyond simple account mapping and figure out who’s actually selling the products so you can find the right people to talk to.
For more information and advice on how TSDs and suppliers can grow their successes, tune in to the full episode.
