From installing social distancing apps and non-touch print technology, to rightsizing licensing, resellers and MSPs are busy helping their clients as they attempt a safe office return. Bosses from Insight, XMA, Jigsaw24, Phoenix Software, SBL, DTP, Total Computers, European Electronique, ASL, Bamboo and Arkphire weigh with their top tips.
Name: Emma de Sousa
Company: Insight
Role: EMEA president
VAR 350 ranking: 8
What is the biggest challenge or opportunity for the channel in helping with this transition?
The challenge and the opportunity are the same: the sheer scale of the task of helping almost every business adapt to this new normal. When businesses re-open, they won't simply go back to the way they were. There will still be employees who remain working remotely, others who either have to or want to work on-site, and others who want to do a combination of the two. As businesses adapt to this they'll need to look at how employees use technology to communicate and collaborate efficiently and securely, while also looking at cost optimisation strategies.
The channel has a huge opportunity to help businesses in all of these areas, ultimately helping them to become more resilient. For instance, we are already seeing customers look for help in speeding up digital transformation and cloud migration projects. There is also an opportunity to help businesses right-size their licensing for the new normal, while also looking at taking costs out of business processes using automation. Likewise, building a connected workforce and strengthening security will help clients succeed in these new circumstances.
What products and services do you expect to be in the hottest demand over the coming months as clients look to reconfigure their offices/classrooms etc for social distancing, and are there any new technologies you expect to take off?
The hottest technologies will be those that support the new normal of increased remote working. For example, augmented reality headsets like HoloLens mean employees can communicate and collaborate on detailed projects without meeting. I see this as a game-changer in the public sector, specifically healthcare, with doctors able to train and diagnose remotely. The smart platforms that enable these technologies are also going to be in demand.
Similarly, cloud and collaboration tools will still be in high demand as the new normal for businesses will mean increased remote working - as any significant change in working habits means new security vulnerabilities, we'll see an increased demand around security tools and services - both in mapping the current landscape and threats, then addressing these through the use of simulation, assessment and verification tools.
Given the rise of remote working and socially distanced offices/classrooms etc, how do you expect the role of resellers or MSPs change over the coming months?
We are likely to see a more service-led approach from the channel. As organisations attempt to address the complexity of managing remote and on-site employees, and drive down costs in the business, we'll see increasing demand for services that help organisations adapt. Businesses will need advice on how to optimise the business so resellers and MSPs will take a much more consultative role - not only providing technology, but educating customers on how best to use it. For instance, IT support is likely to become increasingly complex for many organisations as they balance remote and on-site employees, and the question of how easily IT support teams can access technology and individuals. Channel partners that can offer support services to their customers will be providing a vital service. Similarly, customers will want to know that they are making the right decisions in order to optimise their business. As such, providing consultancy and advice throughout the process will be much more important.
See next page for European Electronique's Yolanta Gill's answers
