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Partner Profitability Minute: 3 Tips to Increase Utilization Rates, Retention

Solution provider Myriad360 shares three tips to finding and keeping qualified staff. Why the company attributes success to its partnership with Fortinet.

Nearly a quarter of solution providers struggle to find qualified staff, according to IPED’s 2018 Channel Census. And once they find them, they have a hard time keeping them.

Amy Benedetto of solution provider Myriad360 offers three tips to help change that. “The first thing is being able to make them feel a collective part of what the organization does and not just them coming in each day and doing a job. The biggest challenges are making sure that everyone understands cybersecurity – what our customers’ needs are and the challenges they’re facing,” says Benedetto, who is the director of people operations at Myriad360.

But, Benedetto says it’s impossible to properly train sales and technical talent without support from cybersecurity vendors like Fortinet. “By partnering with our vendors we’re able to ensure that our sales team, when they’re talking about different technology, knows and understands the different features, the different aspects and what they should be sharing,” says Benedetto.

Fortinet offers training through its Network Security Expert (NSE) program and the NSE Institute as part of its partnership with solution providers. Private, public and remote trainings are all included. “Because there’s so much that’s constantly changing, we need to continuously have this loop of training going on or else we’re going to fall behind very quickly,” explains Benedetto.

At Myriad360, the support for training comes straight from the CEO. That buy-in is crucial. Otherwise, your team will never take the time to get educated. That means you lose out on the higher billing rates that come from offering technology expertise to your customers.

“Other solution providers should focus on training, because it allows them to provide expertise to their customers that their competition’s not going to have, and that’s going to lead to higher billable rates, a better partnership with those clients,” says Benedetto. “It’s also a retention tactic.”

So, let’s review our three tips to burst through barriers and grow your business:

  • Onboard staff to feel connected to your organization
  • Increase utilization rates by partnering with vendors like Fortinet that offer training
  • Use those partnerships to get buy-in from leadership

The ultimate goal? Make more money and stand out among the competition.

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