Many local government organisations share service centres to provide IT services. They face the challenge of supporting a number of IT users from different business units of one council and, quite frequently from several councils who have each been used to their own IT support teams.
People are constantly hearing about the IT Skills Gap and it’s not just from the technology writers but also in Government and from HR departments. Anyone who is anyone in the IT sector has a certain level of computer skills to match their own personal/business environment, however in the IT channel, there is a specific challenge which is to continuously enhance and update skills to match the demands of the customer.
Most resellers are viewed purely as suppliers of IT by their clients and therefore never attain close partnership status and have no influence or access to projects and initiatives that could drive more business. Becoming a Strategic partner for your clients will enable close and long-term relationships with senior decision making client management.
Software maintenance is an easy way to drive an initial Strategic discussion as this takes over 50% of IT’s time and is therefore an area where resellers can add strategic value immediately by driving efficiencies.