Digital business is becoming both unstoppable and irresistible to Australian organisations.
With appetite strong and investment increasing, new ways of doing business are creating new routes to market for partners.
But as the digital freight train races into town, changes are expected to be torrential for the channel.
Because no longer is the CIO the standard-bearer of IT, as the rise of consumerisation and changing user expectations create pockets of new buyers in the enterprise.
In a matter of years, technology providers have gone from dealing with one centralised technology buying centre, to having multiple stakeholders and influencers.
Consequently, this issue is an extension of our September 2016 edition, which zoned in on how the channel can create a C-level checklist in the year ahead.
While the insight and advice shared six months ago still rings true, this issue steps away from the IT department, instead focusing on the new influencers of technology.
Because even though the role of the CIO remains relevant, partners must be conscious of the rising importance of line of business (LOB) leaders when purchasing technology.
Non-IT business people have become empowered to make IT purchasing decisions more than ever before, with the centre of gravity shifting across the C-suite.
To reflect this change, our cover story this month features Mark Drasutis, Chief Product Officer for Digital at News Corp, outlining how one of the world’s largest mass media corporation is creating value in a digital world.
Through exposing the channel to the cut-throat world of media, Drasutis demonstrated the value of solution providers that are nimble, pluggable and specialist - billed as the hallmarks for partner success in 2017.
Coming directly from the end-user, such insight should act as a springboard for partners currently at a digital crossroads.
Supplementing News Corp is the Commonwealth Bank of Australia, LifeHealthcare Group and Serco, offering invaluable guidance for partners seeking contact with the CMO, CFO and CSO respectively.
Not forgetting human resources (HR), this issue serves as the voice of the new breed of IT buyer, a buyer with greater influence and deeper pockets.
As a result, here’s a quick run through of what to expect in the March issue of ARN Magazine:
Targeting the new influencers of IT
While the role of the CIO remains relevant, partners must be conscious of the rising importance of line of business leaders when purchasing IT.
News Corp - On deadline in a digital world
As the rise of the internet continues to impact the traditional newspaper business - James Henderson asks what’s required from technology providers to ensure the media industry thrives, rather than merely survives, in a digital world.
Meet the tech savvy CMO
As the Chief Marketing Officer mandate widens, the channel is chasing a new type of a buyer - Holly Morgan explains what makes marketing tick.
Selling to the CFO
Traditionally viewed as the toughest sell of all, negotiating with the Chief Financial Officer has forever plagued partners across Australia - Hafizah Osman explains how the channel can change tact.
Understanding cyber in context
One of the most analysed and interpreted, yet also, one of the most misunderstood - Chris Player cuts through the cyber conjecture to bring a buyer perspective to security.
Influencing the IT influencers
Uncovering the new purchasers of IT products and services is one thing, but influencing them is another matter entirely.
Honing in on HR
The fusion of technology, organisations and human resources (HR) is gathering momentum - Sharon Florentine outlines why this requires innovation from HR leaders.
Doing business the Dicker Data way
Following another bumper round of financials, the Australian-born distributor is at a crossroads - Dicker Data Chairman and Founder, David Dicker, assesses the options with Holly Morgan.
Finding and selling a niche in a digital world
As digitalisation strategies begin to take shape across Australia, organisations no longer accept the notion of a generalist technology provider - James Henderson reports.
Plus our regular line-up of columns, including Start-up Spotlight, Channel Chat, What the buyer wants, Tech Watch, Channel Coaching and the Secret Reseller.
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