In looking through the lens of digital transformation, Korber said customers are focused on leveraging cloud, alongside business intelligence, data visualisation and collaborative communications.
“As the platforms mature so do the type and way we’re solving customer problems,” Korber explained. “We’re finding much of the existing infrastructure needs to be left behind.
“Customers want to make bold moves into cloud by building the new alongside the old and only taking the data they need across.”
With innovation now engrained into the mindsets of every forward- thinking business owner or leader, the market is moving beyond the early adoption phase.
But such activity presents challenges for customers, creating opportunities for MSPs to add value in new ways.
“Businesses will face many different challenges as they move through their digital transformation journey,” Korber observed. “Such as, learning how to innovate and change the business within their current operational demands.
“There will always been competing requirements and often the critical projects are assigned to key managers. They are then expected to do both their day job and the project — it’s not surprising the new initiatives don’t get off the ground.
“Businesses who are successful invest in innovation — it’s not a side project. Developing a company culture that thrives with change is crucial."
As leaders charge towards a digital world, MSPs must move at pace and with skill to ensure customers maximise the potential of new transformation strategies.
The channel is now dictated by innovation, placing pressure on partners to carve out specialities and build out capabilities.
Frantically racing to the finish line can often spark an education overload however, with providers desperate to display knowledge as consultants jockey for position.
“Knowledge is a good thing however MSPs tend to know too much,” Korber said. “Wisdom can be shattered by too much information.
“Great scholars, for instance, tend to be great in very narrow disciplines. "MSPs generally like to be experts in everything for everyone but they need to review what they’re really good at and focus on that.”
Centred around digital transformation, Lanrex — which is housed in North Ryde — provides expertise across a select group of technologies, including cloud and infrastructure, security and integration, as well as business continuity and recovery.
“Technology is changing at increasing speed, with the emergence of ecosystems and platforms that deliver a whole new level of value,” Korber added. “MSPs need to keep up to speed with technology change and shift how they do business to deliver continued value to their customers.”
With 2018 already underway, Korber is spearheading a push into helping businesses transition functions to the cloud, through the implementation of Microsoft offerings across business and data analytics.
“We’re continuing to capitalise on the cloud opportunity as the platforms continue to mature,” Korber said. “As our customers modernise we’ll be building solutions for customers using services like cognitive, bots, virtual assistants and artificial intelligence.
“Key marketing opportunities include modernising workplaces and implementing collaborative communications, while also leveraging Microsoft business applications, data analytics and cyber security.”
Specific to cyber security, Lanrex continues to build out in-house expertise capable of responding to the rise in high-profile breaches, which in turn has kick-started a new round of end-user investments.
“Customers whose industry dictate some form of compliance are much further ahead,” Korber said. “But implementing information security shouldn’t be left solely for the IT team.
“Security isn’t just about implementing technology controls, you need to have the right top down strategy, policies, procedures (which are tested) and regular staff training.
“MSPs need to have their own security compliance standards which can be modified based on each customer’s preference.
“Further expanding our security practice is a key priority as cyber threats and business risk increase.”
Rounding off the key priorities for the next 12 months, Korber said Lanrex is committed to expanding strategic partnerships in the market, enabling the business to leverage core strengths while providing end- to-end solutions for customers.
“Delivering premium technical support and training remains the most valuable service our vendors can provide,” Korber outlined. “Especially third-level technical support, given when an MSP needs an issue to be escalated it is unlikely to be resolved by a level one technician.”
Furthermore, sales enablement remains an important engagement for the channel, yet as Korber acknowledged, vendors are currently lagging in terms go-to-market selling strategies.
“Vendors approach sales in an entirely different way to an MSP,” Korber said. “We’re selling a business outcome while generally they’re selling a product which is only one component of the overall solution.”