Spending less is one part of the equation for growing your bottom line. Making more is the other. Successful companies find a way to do just that even during recessions, according to Ryan Morris, by experimenting with new services and solutions suited to changing conditions.
“I don’t believe that risk is new and I don’t believe that uncertainty is unfamiliar,” says Morris, who is principal consultant at Morris Management Partners, a business development and advisory firm for IT providers. “What is different fundamentally between the companies that thrive and those that struggle is their ability to manage through uncertainty and execute according to the way the market is willing to pay as opposed to the way that they want to do business.”
McBain points to a concrete example of something businesses are, or will soon be, willing to pay for: upgrading the improvised work-from-home gear that many of their employees are using today and are likely to continue using at least part time even after stay-at-home orders have lifted.
“When we moved into client-server there was a huge amount of mystery that drove a lot of margin,” McBain notes. “Now we have home workers working on a consumer-grade laptop through a consumer-grade network through a consumer-grade router into enterprise-grade data.” Helping them be productive and secure is a huge opportunity for the channel.
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