Steelcase this week launched a channel program through which it plans to leverage distribution partnerships to enable channel partners to modernize offices.
Fresh of signing an alliance with Microsoft through which Microsoft Surface Hub 2 interactive whiteboards can be installed using mobile stands and mounting systems manufactured by Steelcase, the provider of office furniture has signed distribution agreements with Ingram Micro, Tech Data and Synnex.
The goal is to make simpler for channel partners to not just install Microsoft Surface Hub 2 platforms, but also work with organizations to provide employees with a better digital working experience, says Jennifer McCready, manager for channel development for smart and connected at Steelcase.
To achieve that goal McCready says Steelcase will make available office design consultants to work with channel partners.
“We’ve partnered with teamwork specialists that focus on collaboration,” says McCready.
The office design specialists will, for example, teach organizations how to leverage platforms such as the Microsoft Surface Hub 2 to make it simpler to engage remote workers, explains McCready.
Rather than solely focusing on devices such as PCs, Steelcase is looking for channel partners that want to modernize both the look and feel of an office and how applications and devices such as the Microsoft Surface Hub 2 are employed in those environments, says McCready.
Given the margins that channel partners make when reselling PCs and cloud applications such as Microsoft Office 365, it’s apparent that channel partners need to find new ways of generating more profitable revenue. Extending their existing relationships to create a digital office consulting service is one such opportunity. Many organizations are more sensitive than ever to the fact that being able to entice younger workers to join the company, they need to provide access to more than just a cool PC.
Of course, it won’t hurt that many of the organizations looking to modernize their office environments will also wind up buying a lot of PCs, mobile devices and applications to turn their vision of a modern workflow experience into an actual reality. But just as importantly, the channel partner that enabled that transformation winds up becoming a truly trusted advisor for every new technology innovation that comes down the pike next.
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