5 for 15: Dave Rosenberg, Westcon Group managing director A/NZ

5 for 15: Dave Rosenberg, Westcon Group managing director A/NZ

The keys to 2015 from industry leaders

Dave Rosenberg, managing director Westcon Group ANZ

Dave Rosenberg, managing director Westcon Group ANZ

1. Key channel plays for 2015

The channel is changing. Outcome based services are changing how end customers want to purchase, so supporting the channel in new and unique ways to purchase is critical. Internet of things is also moving rapidly.

2. Key technology for 2015

Security at all levels. Whether it be in Cloud, on the device or in the enterprise. Data analytics and the technology associated with it. Unified communications – we're seeing rapid change and commoditisation, and opportunities around integration.

3. Key message to the channel for 2015

It is more important than ever that you focus on the customer and outcome based solutions. The consumer is driving the enterprise, this changes who you are selling to and what solutions they are looking for. Define your place in the channel, what you are going to be and the customer problem you are going to solve.

4. Key warning to the channel for 2015

The change to outcome based services has a major impact on the financial cash flows of a business. As this cuts into the traditional up front procurement spend, ensure you have prepared for the potential impact.

5. Key to your company’s success in 2015

Partnerships are more critical than ever as we go through the rapid evolution of IT and how we use it. It is difficult to be an expert in all the fields so channel partnerships and collaboration is critical for keeping up with the change and delivering total solutions.

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Tags Dave RosenbergdistributionWestcon GroupIoT is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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