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Partner Profitability Minute: An Innovator's Secret to Qualifying Customers in Digital Age

Digital transformation has revolutionized the way your customers conduct business. But when it comes to IoT, you’re the one with the hardest job of all.

Digital transformation has revolutionized the way your customers conduct business, but you’re the one with the hardest job of all.

“As I’ve watched our clients’ business needs become more clear to my team of IT consultants, and the reality that every business is a digital business, they need to think of it that way. Those that don’t are going to get left behind,” says Karl Boercker, vCIO team leader at Convergence Networks.

Convergence Networks was an MSP before the term even existed. However, while innovation is nothing new to the company, identifying customers’ business needs in a world of IoT can be a huge challenge.

“It’s a mindset change. It’s a realization that you don’t live in a siloed universe, no matter what your product is,” says Boercker. And, it starts with a pre-sales customer conversation that focuses on their unique needs.

“What are you as an SMB customer? What are your strategic business goals looking like? How are you formulating them? Why have you picked those goals?” asks Boercker as though he’s talking to a customer.

His team of vCIOs meets monthly with customers, but they don’t come to a technical solution alone. “Fortinet’s been great,” says Boercker. “We put together a solution set that works well. It’s a playbook for us that works well with our clients. We do not have many vendors in that stack, and Fortinet is one of those key pivotal vendors in our stack.”

It comes down to trust.

Convergence Networks trusts Fortinet and its networking infrastructure that scales and is viewed on a single pane of glass. And, customers trust Convergence Networks to use that technology to provide a solution that meets their needs.

Click here to find out more about Fortinet’s cyber security solutions.

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