Technology Partners and Strategic Partners
Partnerships have been a core part of LEVERAGE for the last eighteen to twenty years, but that said, partnerships are not easy. We try to avoid alliances that have a competitive overlap with LEVERAGE, although there are some partners that have products that do compete with us —not in a high market share area, but in some areas. We’ve had to navigate through that. When the sales team is trying to sell LEVERAGE products or services and the partner has a competitive offer, you’ve got to do a lot of education, both internally and with the partner. We have to be really clear about the value proposition that LEVERAGE and the partner bring to the customer to help us jointly win the business.
What makes LEVERAGE an attractive partner?
We’ve had tremendous success with our work to transform the workforce experience across the Enterprise with mobile, cloud, and collaboration technologies. Partners recognize our high level of expertise in Hybrid IT and want to work with us. Also, when you look at LEVERAGE the thing that stands out is the reputation we have in the industry. LEVERAGE has a culture of being highly passionate, we are laser focused on delivering technology solutions that drive business success, and companies are attracted to that.
How do you build trust with your partners?
We follow through on our commitments through the good times and the bad times. After 9-11 and then the dot-com crash, there were some pretty hard times in the industry, but LEVERAGE was fortunate to have a highly diversified and loyal customer base and we stayed committed to our partners and showed that we were trustworthy. If we’re pursuing a deal with the partner, and we say that we’re going to stay committed, we follow through.