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Changing Channels uncovers what it takes to get the next generation of technology to market. Join Larry Walsh, chief analyst and CEO of Channelnomics, for candid conversations with thought leaders, channel chiefs, and partner executives sharing actionable insights, best practices, and lessons learned in a channel that’s constantly changing. Each episode provides expert go-to-market guidance for enhanced performance in the channel.
Episodes
Wednesday Apr 01, 2020
Wednesday Apr 01, 2020
Customer experience is the metric that an increasing number of technology companies are using to define success. Customers are less interested in ROI and technical features, and more interested in the sum of their experiences with technology and the outcome of their technology investments. SAP has been reorienting its go-to-market philosophy and strategy around becoming “customer centric” – putting the end user at the center of its endeavors, including its channel initiatives. In this time of massive disruption and economic uncertainty, customer-centricity is even more important in ensuring that vendors and partners don’t lose touch with their clients. Karl Fahrbach, chief partner officer at SAP, joins POD2112 to discuss the customer-centric model, how it applies to channels, and why it’s important even as the world deals with the COVID-19 pandemic.
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