[Dave Pruse]
Yeah. To stay high level with it, and last time we talked a little bit about kind of the evolution of of the buyer and how things are changing, I think the partners that we’re seeing win a lot are the ones that understand that evolution, right. The buyer is changing in all kinds of aspects: how they want to buy services, that they have a much higher expectation what those services do for them now than what it used to be. It used to be more, right, solve a particular fit, now it’s solve a much broader strategy and then a stick with that word, right, we see that the partners that are having a ton of success aren’t selling just solutions or products – they’re selling that strategy, right, having those conversations with the buyer about, uh, you know you and I say in our world a lot of times what’s your mobile strategy or conversations that are a little bit different than we’re all used to, right, coming from the network voice. Um context already the space we’ve all played in.
[Marco Escobar]
Yeah what what I’m I’m seeing a lot of is instead of saying what do you use for, they’re having the consultation conversation of saying, what are you doing in this situation and how can we evolve that situation, how can we strategically talk about the customer journey, rather than what are you using for phones and what are you using for contacts and, right, that conversation’s shifting, right.
[Dave Pruse]
Yeah and it’s not to say that partners didn’t do it in the past or stay ahead because I think we’ve always, right, worked with really good partners that brought in new technology, but I think it’s again it’s not just the technology anymore, just a new product, or a new it’s really a road map. Like where are you at it and what does that mean in almost a theoretical sense, right, from a business strategy perspective. What do you get the most out of and expanding that conversation outside our normal contacts. Bring in the rest of the c-suite; the CMOS, right, operations people, right, everybody that that’s involved with that bring those all to the table having conversations in a much broader level.
[Marco Escobar]
Yeah and I think that the biggest advantage of that is that they’re really selling into the white space. They can leave the solutions that they implemented in the last three to five years and now they’re moving into this journey conversation about what other things piece parts can we add to it and that’s really where communications automations as a platform is really an advantage for these Partners, right.
[Dave Pruse]
Yeah absolutely, I couldn’t agree with you more.
[Marco Escobar]
Well thank you Dave. Uh appreciate you joining us for this Automation Moment where we talked about what good partners are doing to move into the next evolution, the next future of of this technology space. We talked about white space selling and how these partners are being strategic in their approach to their customers. Next time, we’re going to talk about AI and what the impact is that everybody wants to talk about, so we’ll see on the next Automation Moment.
