Partner Value

No. Clear segmentation and rules of engagement are in place at all tiers of the business.

Our direct team is focused on growth at the higher end of the enterprise market. The aim is to secure enterprise level opportunities where the risk mitigation requirements for selecting a service provider would likely preclude many of our partners from bidding. Precluding factors can include scale, resourcing stability, financial performance and liquidity, in-country presence, ESG policies, number of certifications and so on.

Our channel team is bigger than ever, and that allows us to commit more resources to helping partners gain traction with SMBs and the mid-market.

Absolutely, yes. When our customers need something that we cannot provide, we bring our partners to the table.  When we are invited to an opportunity that is outside our core, we create introductions between the customer and our partners.

If we are working with a company that is known to be a partner customer, it is because our partner introduced us to the account. For example, partners may ask us to assume partial management of some customers’ business on their behalf if a partner is unable to meet the need, or had a capacity gap or a competitive conflict of interest.  In every instance, our partners remain at the helm of the customer relationship.

The combined organisation means a more comprehensive vendor lineup. We will be considered and careful about identifying which of the Crayon vendors are structured to deliver high quality programs to our valued partners.

Because Crayon covers the full span of the market, it is able to identify where there are gaps that need additional services and solutions, not provided by our vendors.  This results in innovative new services that are developed for our customers and partners. Partners can include these in their own service catalogues and enjoy the competitive pricing and healthy margins that will be exclusive to our ecosystem.

Crayon also has advanced investments into technology domains and solution categories that were not previously part of the rhipe offering.  This includes areas such as Artificial Intelligence, Machine Learning and Big Data. It also includes emerging cloud operations and cloud financial management disciplines.  These are in growing demand from SMB decision makers and together, we can now ensure our partners are enabled around these practice disciplines and win new lines of service revenue as a result.