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Poly’s Nick Tidd On Hybrid Work And Tackling Supply Chain Constraints With The Help Of Partners

Gina Narcisi

The videoconferencing giant has rolled out Renew, an environmentally friendly buyback program that is helping Poly, alongside its partners, grapple with ongoing supply chain challenges while empowering hybrid work and return to work for customers, the company’s channel chief Nick Tidd told CRN.

Supply chain issues aside, how can partners be successful with Poly in 2022?

We’ve created these enablement journeys where new hires and partners come into the portal and sign up for … small, snackable, bite-sized training, as opposed to having to sit there for two hours and earn their way through accreditations. [Things like] building out the next-gen video room, the persona research, and ensuring that they understand the migration strategies behind moving from a proprietary platform to a multi-platform. I’ve seen a significant spike in enablement tools. I live and die by the analytics of our dashboards in the partner community because of the size of our community and when I look at when I look at page views, right up there is certifications, demo equipment, and program support, like the Renew program. We’re continuing to build out on my roadmap for the next three months, and more tools around financials and analytics for profitability is also top of mind. So is collaborative quoting -- How do I take the personas and do guided selling? That platform is being launched internally shortly, and then I’ll roll it out to the partner community in the April timeframe. Content syndication is another big one that we’ll be rolling out over the next several months. Content syndication is helping our partners manage the showcases on their sites so that they can be relevant, they can be viewed as a trusted adviser, and taking that responsibility off of them so that we have that we have a collective means to guide end users in the right choices to make for the technology platforms and have the persona they need.

My message to the partners for 2022 is take advantage of the transitions that we’re seeing as we embrace a return to work and hybrid work -- be aware of the transitions [and] ensure that you’re equipped for those transitions. As somebody who has been most of my career has been in networking and [unified communications] UC, the next window is definitely centered around video everywhere and mobile enablement, so pay very close attention to the personas of how the technology is being used and don’t sell on function and feature, but sell on use.

 

 
Gina Narcisi

Gina Narcisi is a senior editor covering the networking and telecom markets for CRN.com. Prior to joining CRN, she covered the networking, unified communications and cloud space for TechTarget. She can be reached at gnarcisi@thechannelcompany.com.

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