Renton D’Sousa, Vice President, Comstor MEA, discusses the challenges and decisions faced by SMB leaders today in addition to the lengths they are going to support these partners.
Q: What are some ways by which SMB leaders can make better IT Decisions?
A: As AI continues to evolve and remote work becomes more prevalent, it’s increasingly crucial for business leaders to adopt a thoughtful decision-making approach that positions IT as a key driver of business success. More and more small and medium-sized businesses (SMBs) are realising that technology is essential to their competitive edge and growth. The network serves as their foundation, and they must utilise it strategically to deliver exceptional customer experiences.
For SMBs, prioritising cybersecurity has become non-negotiable. Security solutions are no longer just a nice-to-have—they’re critical, as there’s too much at stake. With lean IT teams, SMBs often lack the capacity to manage complex cybersecurity systems or products from multiple vendors, so they must opt for scalable solutions that can meet future needs.
Q: What are some of the top IT challenges faced by SMBs today?
A: SMBs across the globe have been encountering several significant IT challenges. One of the primary concerns is the increased need for IT support, particularly in the realm of security. There is also a gap in the skillset that leaves SMBs vulnerable to increasing security threats to their business.
The lack of IT expertise also makes SMBs hesitant to adopt crucial cloud-based technology that could in fact save them money, improve operational efficiency and future proof their business. As new technologies, such as artificial intelligence (AI), Internet of Things (IoT), and automation continue to evolve and transform the world, it has become extremely critical for SMB’s to undertake digital transformation. When it comes to migrating their existing systems and applications to the cloud many SMBs face concerns related to data security, integration with legacy systems, and selecting the right cloud service provider.
To combat this, SMBs are turning to Managed Service Providers (MSPs) for end-to-end support. The SMB spending through MSPs is projected to grow exponentially over the coming years. Partnering with MSPs can allow SMBs to manage their increasingly complex software stack while advancing their digital initiatives.
Q: What is Comstor doing to support Cisco SMB partners?
A: SMB partners face several key challenges, including limited budgets, security concerns, ease of management, and scalability. Through extensive collaboration with numerous SMB partners, we’ve gained a deep understanding of their needs. Our SMB Partner program is designed to help partners leverage our strategic partnership with Cisco. We keep them ahead of the curve by continually updating them on the latest Cisco offerings. Comstor has been helping partners continually achieve Cisco certifications through our SMB bootcamps. Another key focus for us is to maintain high stock availability of fast-moving products. We regularly monitor our stock to ensure that essential items for SMBs are always on hand. Our Marketing as a Service (MaaS) offering supports partners in planning and executing end-user demand generation activities.
SMB partners can also benefit from Intelligent Demand (iD) which is an analytics-led sales and marketing programme that leverages data insights, market intelligence, and channel expertise to deliver actionable insights for business growth.
Partner can benefit from improved customer support and drive growth across all Cisco architectures by taking advantage of the Comstor Partner Portal – our new, secure platform provides exclusive access to Comstor partners. The portal also includes a dedicated Small Business Hub with a wealth of material surrounding the Cisco Designed portfolio. There is also a huge library of marketing material that can help SMB partners with demand generation.
Q: What are the trainings/ specialisations SMB partners can achieve to better address the needs of their customers?
A: Cisco provides a variety of training and specialisation programs to help partners better meet the needs of SMBs. These resources enable resellers to build their expertise, identify market opportunities, and deliver Cisco solutions effectively to SMB customers.
Managed Service Providers (MSPs) can leverage the Cisco Partner Program to create and manage their services effectively. The program provides support for MSPs to develop and deliver profitable sales, enabling them to meet the specific needs of SMBs.
Cisco has also launched the new SMB Black Belt training curriculum which is a comprehensive on-demand learning program designed to equip partners with the knowledge and skills needed to cater to SMB market opportunities. It covers various topics, including SMB market trends, technology solutions, marketing assets, and specific use cases. This training enables partners to build differentiated practices and better address the needs of SMBs.
Partner Experience Platform (PXP) allows partners to manage their Cisco relationship through an easy to access digital portal. It offers access to data, insights, planning support, operational health monitoring, and business growth resources—all in one place.
Cisco’s Lifecycle Advantage Program allows partners to provide full lifecycle management to customers. This program streamlines the delivery of services and support throughout the entire lifecycle of Cisco solutions.
At Comstor, we offer training and funding support to help partners achieve some of these specialisations. Our sales team works closely with partners to continuously understand their needs and support them in achieving relevant trainings and certifications.
Image Credit: Comstor MEA
