Why partnerships add value for our customers

by Ramona Fuchs – Head of Partnerships

We’re in this business to do the right thing for our customers. Happy clients will return to us as we add value to them. Then, in turn, they will become evangelists for eSynergy.

So, when we partner with another company, what value does it bring to our customers?

Partnerships benefit everyone 

The perception is sometimes that partnerships only benefit the partnering companies: from sharing resources, to GTM and from ideation to co-developing services and products, from better chances of client acquisition to entering new geographies… Whatever the foundation of a partner agreement is, there are usually shared interests that result in growing revenues via new products and services. 

High value to customers 

The drive to jointly invest and grow, has incredibly high value for our customers. Whether through product innovation, cost reduction, new services, wider reach, moving from an in-deliver-out supplier-client relationship to an in-advice-partner supplier-client relationship, when experts partner – in eSynergy’s case as a professional services provider with cloud providers and SMEs – customers can only gain. 

No matter what problems our clients face, we or our partners, will have experienced something like it before – we can therefore address it with our extensive expertise and skills. Whilst a company typically only goes through a transformation once in its lifecycle (e.g. from on-prem to cloud), we move customers, day in, day out. A person may work in IT and, unless they jump around companies, the likelihood is that they may only do a handful of transformation projects in their entire career. We though, do more than half a dozen each year!  

Access to expertise 

Our partnerships with cloud providers and technology vendors gives us access – on behalf of our clients – to their broad shoulders and depth of expertise. It is this access, not only to their deep pockets, but to their engineering power, advisory support, new services, experience, business case acumen, upskilling and connections in the industry, that is so valuable to our customers.  

 

Adding tangible value 

 For our clients, the value gained from partnerships is high. It doesn’t matter if clients work with a consultancy like ours or partners in another form: any managed services or co-sell and re-sell partner, any VAD or ISV, who have partnerships with larger tech providers or smaller SME consultancies, will make a difference to a customer’s bottom line.  

What we want from our clients is to be more open about the actual value we provide to them. I’m not referring to reducing reporting time from three months to seventeen minutes or asking what this meant and how much value near real-time reporting has added. We’re keen to move to a model where we won’t charge for project delivery but for the ‘actual value’ added to the business.  

What are your thoughts on this? I’m keen to see if you have any experience here…  

Partnerships are fun! Let them inspire you!