When working with an ecosystem of partners, it can be advantageous to have one partner who leads the charge.
Modern businesses are built on a collection of hardware, software, and services produced by dozens of vendors. The average enterprise uses more than 1,000 applications. The average desktop kit uses over three dozen devices and applications, many made by different companies. And emerging integrated systems rely on myriad technologies in data centers and cloud services.
Your business may have even more layers to contend with.
But even if you’re a smaller business with only a few components in your tech stack, I know that you’re probably working harder than you should each day just trying to keep things working optimally.
The complexity of managing any business's technology infrastructure can be overwhelming, even for the most experienced IT professionals. With the vast array of technology options available, no single IT team can possess all the expertise and resources required to design, acquire, and operate complex IT systems, regardless of company size.
This is where the need for a lead partner becomes apparent, as they can provide the necessary guidance and support to navigate this technological landscape.
Nearly every technology vendor has an ecosystem of IT professionals, including resellers, system integrators, service providers, independent software vendors (ISVs), technology alliance partners, and consultants. These partners provide the expertise and resources you need to build complex systems. But even if they can't offer everything your business needs, this is where the importance of collaboration in the IT industry comes into play. Even the most capable IT partners must work in coalitions to meet the diverse needs of modern businesses.
While your IT teams must work with multiple vendors and support partners, a good best practice is appointing a single lead partner to coordinate project activities. This strategic move not only relieves you of the burden of managing and coordinating multi-party projects but also allows you to focus on your core business activities, reducing the stress and workload on your team.
A lead partner is like a general contractor or a primary project manager for complex IT projects. They will create a coalition of other providers to meet your project objectives, or they can act as project managers in coordinating the vendors and service providers you choose. In either scenario, the lead partner is acting on your behalf to ensure the project is not just completed, but completed to the highest standards, providing you with reassurance and peace of mind about the project's successful completion.
Why have a lead partner? Here are a few reasons.
Not all partners in vendor ecosystems are equal in capabilities. Your product vendors and consultants can recommend who could participate in your projects. Selecting a lead partner, though, requires due diligence – especially if you're starting a new relationship. You should consider the following qualities when selecting a lead partner.
In today's complex technological landscape, a lead partner is not just a luxury; it’s necessary. A well-chosen lead partner can streamline operations, ensure consistency, and provide a single point of accountability for your IT projects.
By carefully considering factors such as expertise, resources, and track record when selecting a lead partner, you can leverage this relationship to achieve your technological goals more efficiently and effectively. Ultimately, the right lead partner becomes an extension of your team, helping you harness the power of technology to drive your business forward in an increasingly digital world.
-----
Larry Walsh is the CEO, chief analyst, and founder of Channelnomics. He’s an expert on the development and execution of channel programs, disruptive sales models, and growth strategies for companies worldwide.
###
Want more advice from Larry? Start here: