You don't need to be an expert. You just need to partner well.
Partners can break open robust cross-selling opportunities by adding robotic process automation (RPA) solutions to their portfolio.
Take Kevin Buckley’s word for it. He serves as a global account manager for the Irvine, California-based VAR Technologent. But as of last year he has added the role “business automation executive” to his profile. Technologent drives approximately 70% of its business through infrastructure sales, and Buckley manages hundreds of accounts that started with an infrastructure conversation. However, Buckley realized he needed to change his approach if he wanted to drive new business.
Although Buckley sells a great deal of infrastructure to existing, he said he was struggling to land new accounts. In many cases, potential customers were already working with partner that sold them products from vendors like Cisco and Dell EMC. Add to that constrained IT budgets, and …