Secure networking in Melbourne: Converting customer demand into partner pipeline

Growth-hungry partners are expanding beyond core networking and mobility expertise to build adjacent capabilities in the strategic areas of security, data and connectivity.

According to Moxie Research, 78% of Australian businesses will seek cyber guidance from the ecosystem during the next 6-12 months, motivated by a desire to strengthen networking and IT environments.

Such demand is translating into immediate end-user opportunity in the form of strategic security consultation (75%), projects (71%) and services (60%).

This Executive Roundtable Series – in association with Moxie Insights, Telstra and Cisco – detailed how channel partners can create an industry-leading security and networking portfolio to build new market pipeline.

Key areas of discussion included:

Market Opportunities: Customer Investment

• Top business challenges / end-user investment plans
• Immediate market opportunities to drive partner growth
• Areas to capitalise in networking and security market
  

Market Actions: Customer Acquisition

• Understanding key go-to-market challenges for partners
• Detailing demand-generation activities to drive partner growth
• Highlighting examples of best practice to boost partner profitability

View Moxie Insights – Executive Roundtable Series in photos: