Although the roles that technology vendors play are critical to many businesses, the traditional transactional relationship usually doesn't drive much innovation. To create truly influential partnerships, tech vendors must prioritize adding value through data-driven insights, transparency, connection, and education.
Building strong relationships and valuable strategic partnerships has three things in common: authenticity, transparency, and passion. Establishing a connection with your clients and their business is crucial when trying to position yourself as a strategic partner. Meeting in person and embracing the art of query can help strengthen the relationship. Advising with data-driven insights and educating clients on the industry are also essential components of being a valuable and effective adviser.
If you are a tech vendor, your product is your core offering to your client. But the product is just the preliminary part of the relationship. Driving success for your client ultimately depends on taking the time to nourish a strategic partnership centered on education. The more time you take to build a relationship with your clients and educate them on your product and industry, the more they will value your offerings and the more they will want to maintain a long-term partnership.
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How to Be a Strategic Technology Partner: Bridging the Knowledge Gap
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