Slideshow

ARN Roundtable - Finding and selling a niche in a digital world

35 Photos James Henderson (ARN)

​As digitalisation strategies begin to take shape across Australia, organisations no longer accept the notion of a generalist technology provider. In light of the rise of emerging technologies, partners that can add unique layers of value are gaining greater prominence. Whether vertical or technology specific, forward-thinking partners now realise that staying vanilla seldom brings success, as customers place a premium on niche experts. Yet in parallel to the changing role of the partner, new influencers of IT are emerging across the business, with 72 per cent of IT buying decisions now made outside of the IT department. This exclusive ARN roundtable, in association with Telstra, discussed the changing dynamics of the channel in 2017, outlining how partners can specialise in a digital world, while attracting a new breed of buyer. Photos by Maria Stefina.

  • Mark Ansell (Telstra); Maria Padisetti (Digital Armour); Stephen Chapman (Novo IT); Sachin Verma (Oreta); Craig Robey (Telstra); Mert Mustafa (Telstra); Charlotte Schraa (Telstra); Jason Hall (Dicker Data); Tony Nikolovski (JB Hi Fi); Tim Fussell (IMEI); Paul Bortolotti (ConnectIV); Kyle Page (Ericom); James Henderson (ARN); Paul Edmondson (VITA - Enterprise solutions); Damian Higgins (Customtec); Mike van Zoggel (Outcome X) and Jay McBain

  • Paul Edmondson (VITA - Enterprise solutions)

  • Paul Bortolotti (ConnectIV)

  • Charlotte Schraa (Telstra)

  • Mike van Zoggel (Outcome X) and Eduardo Silva (ARN)

  • Tony Nikolovski (JB Hi Fi)

  • Mert Mustafa (Telstra)

  • Jay McBain

  • Sachin Verma (Oreta); Stephen Chapman (Novo IT) and Mert Mustafa (Telstra)

  • Paul Edmondson (VITA - Enterprise solutions) and Jay McBain

  • Cherry Yumul (ARN); Amalia De Prisco (ARN) and Mike van Zoggel (Outcome X)

  • Mark Ansell (Telstra)

  • ARN Roundtable in association with Telstra

  • Charlotte Schraa (Telstra) and Kyle Page (Ericom)

  • Maria Padisetti (Digital Armour)

  • Paul Bortolotti (ConnectIV) and Sachin Verma (Oreta)

  • James Henderson (ARN) and Stephen Chapman (Novo IT)

  • Mike van Zoggel (Outcome X) and Mert Mustafa (Telstra)

  • Jason Hall (Dicker Data); Craig Robey (Telstra) and Tim Fussell (IMEI)

  • Stephen Chapman (Novo IT) and Paul Bortolotti (ConnectIV)

  • Paul Edmondson (VITA - Enterprise solutions)

  • Sachin Verma (Oreta) and Jay McBain

  • Maria Padisetti (Digital Armour)

  • Damian Higgins (Customtec); Mike van Zoggel (Outcome X); Mert Mustafa (Telstra) and Paul Edmondson (VITA - Enterprise solutions)

  • Tim Fussell (IMEI)

  • Kyle Page (Ericom) and Tony Nikolovski (JB Hi Fi)

  • Tim Fussell (IMEI) and James Henderson (ARN)

  • Stephen Chapman (Novo IT); Paul Bortolotti (ConnectIV) and Sachin Verma (Oreta)

  • Paul Edmondson (VITA - Enterprise solutions); Charlotte Schraa (Telstra); Kyle Page (Ericom) and Tony Nikolovski (JB Hi Fi)

  • Jay McBain

  • Maria Padisetti (Digital Armour)

  • Jason Hall (Dicker Data) and Craig Robey (Telstra)

  • Sachin Verma (Oreta) and Jay McBain

  • Paul Edmondson (VITA - Enterprise solutions) and Charlotte Schraa (Telstra)

  • Damian Higgins (Customtec); Mike van Zoggel (Outcome X) and Mert Mustafa (Telstra)

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