The Clearly Podcast

Finding the Perfect Partner

Summary

In this podcast, three IT consultants discuss how to find the perfect partner in the context of business and IT partnerships. They emphasize the importance of building long-term, trust-based relationships that are mutually beneficial. Key points include the need for partners to understand the client's industry and speak their language, the value of vendor certifications and tiers, and the importance of honesty and transparency.

The conversation highlights that while certifications and vendor tiers (like Microsoft’s gold and silver levels) can influence customer perception, they are not the sole indicators of a good partnership. Instead, finding a partner who fits the organization’s specific needs and can provide clear value propositions, like total cost of ownership (TCO) and return on investment (ROI), is crucial.

The consultants also stress the importance of soft skills and maintaining amicable relationships, even when challenges arise. They note that with the current IT skills shortage, partners who help educate and build the client’s internal capacity provide significant long-term value.

Referrals and recommendations are seen as powerful tools in finding the right partner. The consultants advise against partners who sell on fear, use excessive jargon, or disparage their competition. They also recommend being wary of customers who focus solely on price without considering value.

In conclusion, the key to successful partnerships lies in trust, mutual objectives, and the willingness to maintain transparency and honesty throughout the relationship.

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Transcript

Andy: We're back! It's exciting, isn't it? I've completely forgotten how to podcast.

Tom: He's just taking his ages to get connected.

Andy: It has been a while. And the other voice you hear is a good friend, Mr. Chris Parks. Hello, Chris. For those who may not have heard the pods you've been on, could you introduce yourself, please?

Chris: Sure. I've known you and Shailan for a long time, Tom less so. My background is in software development. I worked for a UK company bought by an American company called Great Plains, which was then acquired by Microsoft. I spent 17 years at Microsoft in various roles. I left five years ago to run my own business, focusing on BI, business intelligence, Power Apps, Power Platform, Dynamics, and business applications.

Andy: Wow, fantastic. And of course, as ever, Mr. Shailan Chisamba and Mr. Tom Goff are also on the call. How are you, chaps?

Tom: Very good, thanks.

Andy: Fair play. So today's topic is how to find your perfect partner. Chris, thanks for being here. You've spent a lot of time working with partner organizations, helping them be successful. So, your views and experience in this area are invaluable. Let's start with discussing what a partner is in this context.

Chris: Sure. A partnership is key. Most vendors, like Microsoft, Google, or Sage, have a channel where they work through businesses that sell services based on their software. A partnership should be based on long-term trust, understanding, and commitment. It's similar to a personal relationship in that it should be mutually beneficial.

Andy: Absolutely. And we'll delve into the softer side of this as well. Tom, can you talk about vendor tiers and how customers perceive them?

Tom: Vendor tiers, like Microsoft's gold and silver levels, can influence customer perception. Generally, higher tiers like gold are seen as the best. However, customers might not always understand what these levels entail. It's important to find a partner that fits your organization's needs, which might not always be the top-tier partner.

Andy: And these days, vendor tiers are increasingly about the revenue you drive toward the vendor. Shailan, do certifications still matter?

Shailan: Yes, certifications do matter, but less so now for competencies. It’s more about revenue, customer adoption, and overall capability. Certifications are still important for attracting talent and ensuring skills within the organization. They also matter to individuals who want to learn and grow.

Andy: Chris, if you're advising a customer on selecting a partner, how do you start the journey?

Chris: The key is to find a partner who understands your business and industry. They should be able to talk in your language, understand your needs, and show a commitment to long-term success. They should also provide clear value propositions, like TCO and ROI. Avoid partners who sell on fear or jargon.

Andy: Tom, how important is verticalization or domain expertise?

Tom: It's quite important, especially in BI and reporting. A partner with industry-specific knowledge can understand your data and requirements better, making the process smoother and more efficient.

Andy: Chris, let's talk about the soft factors in relationships.

Chris: Trust is crucial. It takes time to build but can be lost overnight. You should be able to have honest conversations with your partner. It's important that they genuinely want to help you succeed and are in it for the long term.

Andy: And how is the current market, especially with the IT skills constraint?

Chris: With a shortage of skilled professionals, rates go up. A good partner will help educate your internal team to be more self-sufficient, providing long-term value rather than just selling more services.

Andy: Shailan, what about the length of relationships with customers?

Shailan: We have long-standing relationships with our clients, built on trust and openness. It’s important to be honest and transparent with clients, even if it means less immediate business.

Andy: Tom, when should a partner walk away from a customer?

Tom: When you’re no longer providing value. If the customer is not ready or the engagement isn’t working, it’s better to step back amicably.

Chris: Agreed. Also, avoid partners who knock their competition or can’t work within a mutually beneficial framework.

Andy: Let's wrap up with top tips for building good partnerships. Chris?

Chris: Build trust, ensure mutual objectives, and be willing to walk away if it’s not working.

Shailan: Referrals are crucial. They come from good work and trust.

Tom: Honesty is key, even if it’s against short-term interests.

Andy: Agreed. It's all about being amicable and transparent. Chris, always a pleasure. Thank you for joining us.

Chris: An honor and a pleasure. Thanks for having me.

Andy: Thanks, everyone. Goodbye!