Trusted Advisors – Beyond Service Understanding and into Deal Positioning

As 2019 ended and 2020 began, the nationwide Channel continued its tremendous growth. Partners are more established than ever in their roles as trusted advisors and are increasingly adept at uncovering cyber security, Cloud, and a variety of other Managed IT opportunities.  A greater overall focus on partner education has been a key contributor to this success with Master Agencies at the forefront — coming up with increasingly engaging and effective ways to prepare partners to win deals. However, as a supplier, it is important to note that the education cannot end there.

While partners receive enhanced educational benefits from an industry and general service perspective, one thing I have noticed is the push for suppliers to not only educate partners on their assorted services and products, but to go a step beyond. Yes, understanding the product suite is vital, but the true value is in understanding HOW to sell these services to your existing account base once you learn them. This is not a one size fits all approach and must be addressed uniquely. Thrive is making a push to provide more education to our partners beyond what we offer and how we differentiate in the marketplace. We aim to dive deeper into how to take this knowledge and position it through the right line of conversation with the goal being to find direct opportunity alignment.

A big piece of this additional education is helping our partners identify key market trends and build business cases around them, specifically as they relate to Thrive and our strengths. For example, organizations with a new IT Director or C-Level executive have proven to be the perfect candidates for a Network Health Assessment; a commissionable engagement run by our consulting team that helps businesses drive value by understanding where they need to invest from an IT perspective. In a broader example, we have seen more and more first time SIEM adopters. With our partners asking the right questions, a need was identified for smaller SIEM/SOC deals with under 100 devices that had previously not been a focus of ours. Partners now know to leverage Thrive on these opportunities as we have a strong SIEM offering.

While this is already about a paragraph too long, I think it’s important to emphasize the main takeaway here. Partners are becoming more educated and bringing better opportunities to the table. There needs to be a push to go beyond the ABCs of our services as suppliers and continue to build the deal positioning aspect.  This requires a tailored approach that focuses directly on what we do best and helping partners leverage that.

We don’t expect to be picked for every given opportunity, but want to make sure that when we are, everyone wins.

For more information on Thrive’s Channel Program, CONTACT US TODAY!

Thrive Named to the 2020 Tech Elite 250 by CRN®

Tech Elite 250 List Honors the Highest-Achieving IT Solution Providers in Vendor Certifications

FOXBOROUGH, Mass. – March 23, 2020 — Thrive announced today that CRN®, a brand of The Channel Company, has named Thrive to its 2020 Tech Elite 250 list. This annual list acknowledges the top tier of North American IT solution providers that have earned the highest number of advanced technical certifications from leading technology suppliers, scaled to their company size. These organizations have differentiated themselves as premier solution providers, earning multiple, top-level IT certifications, specializations, and partner program designations from the industry’s most prestigious technology providers.

Each year, The Channel Company’s research group and CRN editors work together to identify the most customer-centric technical certifications in the North American IT channel. Solution providers that have earned these elite designations — enabling them to deliver exclusive products, services, and customer support — are then selected from a pool of online applicants.

Thrive’s unique career development program, ThriveUniversity, facilitates the growth of its talented engineering staff. At every level Thrive’s engineers are equipped with the tools to pass security, networking and Cloud certifications that strengthen their capabilities and skillsets. The investment made in its employees in turn allows Thrive to provide its near 1,000 clients with innovative NextGen services.

“Solution providers that continue to pursue vendor certifications and extend their skill sets across various technologies and IT practices are proving their commitment to delivering the greatest business value to their customers through an incomparable level of service,” said Bob Skelley, CEO of The Channel Company. “Our CRN Tech Elite 250 list recognizes leading solution providers with expansive technical knowledge and esteemed certifications for exactly that reason.”

“Thrive engineers dedicate themselves to continued learning of best-of-breed products and solutions. From entry-level to senior management, we understand that each certification achieved strengthens the individual, the company and relationships with our technology partners,” stated Rob Stephenson, CEO of Thrive. “Whether it’s earning a CCNA, CISSP, Security+ or other certification, we are proud of the hard work that our talented staff puts in to advancing their technical capabilities.”

Coverage of the Tech Elite 250 will be featured in the February issue of CRN, and online at www.CRN.com/TechElite250. 

About Thrive

Thrive is a leading provider of NextGen managed services designed to drive business outcomes through application enablement and optimization. The company’s Thrive5 Methodology utilizes a unique combination of its Application Performance Platform and strategic services to ensure each business application takes advantage of technology that enables peak performance, scale, and the highest level of security. For more information, visit thrivenextgen.com.

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MEDIA CONTACT:

Stephanie Farrell – Director of Corporate Marketing

774.276.1521 | sfarrell@thrivenetworks.com