Virtual Product Delivery in the Coronavirus COVID-19 Pandemic
The old channel playbook has been thrown out the window. Solution providers that do the same thing they were doing before the pandemic outbreak are going to find themselves grappling with the famous definition of insanity: doing the same thing over and over again and expecting a different result.
The bottom line is customers are speedily moving to pay-per-use cloud services and anytime, anyplace and anywhere business models. That’s good news for solution providers with an end-to-end suite of recurring revenue managed IT services.
If you want a good example of a company that gets it and is moving at a blinding pace to help customers move to the new world order, then look no further than Anexinet, No. 212 on the 2020 CRN Solution Provider 500. Anexinet CEO Todd Pittman is one of the leaders who has put his Blue Bell, Pa., company at the forefront of the post-pandemic super industrial era. That means closing a blockbuster virtual sales deal with a national energy company for a new mobile and web app.
“We’ve revamped our approach with our customers,” Pittman said, calling the virtually delivered project a major success that Anexinet is now replicating with two other customers. “Frankly, [the stakeholders] at our first customer were raving fans.”