Taranaki-based company Black Technologies focused on growing small- and regional businesses through creating cyber security and procurement capabilities.
Acquisition and retention of customers are essential to the New Plymouth-based provider of services, Black Technologies’ as it develops a plan for post-pandemic success within the Kiwi channel.
Talking to Reseller News, Director Rick Clements spoke about Black Technologies’ focus on Taranaki’s small and regional business growth by enhancing its cyber security and purchasing presence.
The increased interest and understanding of security is a sign that equal attention to both acquisition and retention of customers. It is essential for the growth of a business.
To Black, efforts in the near term will be focused on ‘flattening the troughs and peaks of large to medium customers, by expanding its customer base to include smaller-sized businesses.
Other priorities include:
- Expanding the procurement component of the business.
- A current area of strength in Black.
- Leveraging networks and connections through vendor-partner and distributor agreements to build an edge in the market.
As the company develops, it becomes necessary for more staff to support the transition to new strategies for customers. Black plans to leverage the advantages of living in regional areas and the perks of the Taranaki lifestyle to draw new employees.
“We hope the region’s attraction should encourage someone from the cities looking for a less stressful environment suitable for families,” Clements added.
In transitional periods, Clements said it could be valuable to use existing relationships with other trustworthy IT resellers to fill the skills gaps and help reduce the risk of new staff members matching the current skills standards.
These partnerships help increase coverage of services across the country, The official said.
“The skills we have from our technical people will need to align to the new requirements of customers and therefore will likely be different to what we already have,” Clement said.
“Hopefully they will complement each other.”
Customers’ interests are the priority.
The focus on security is maintained with Black Sanz’s leading solutions, which aim to provide customers with an array of tools that give a comprehensive approach to security, including an acceptable minimum amount of safety for every customer.
“Businesses understand the level of ongoing training required to keep up with the latest technologies while maintaining security, and for many, it’s just uneconomic to have their own IT staff,” Clements said.
“For those who do have their own IT staff we are augmenting skills gaps or simply throwing extra resources at companies to get critical projects over the line quicker.”
To stay competitive and achieve success in the post-pandemic environment For, Clements his answer might not be the one he’s seeing a lot of hardware and software vendors try to achieve by bringing their products closer to customers who are channel partners.
Staying local means keeping customers’ most vital interests at the table instead of accepting the idea that everyone needs every item.
“We believe, as much as some of the offerings will appear attractive to customers with systems designed to remove some of the complexities such as low touch deployment and financing, there will still be a need for local companies they can rely on to disseminate the technologies and make sure they are still aligned to their business strategies,” he added.
Concerning the market’s current situation in the trend of hybrid working, Clement anticipates an upcoming shift from spending directed towards hardware, and a greater focus on being more competitive and, further, staying relevant in a turbulent economic environment.
“All of our existing customers already were able to work remotely, so for them, it was just an event of providing the proper gear for users to work from home safely,” Clement said.
“We observed that other companies were not prepared, and we hope that when business owners share their experiences, they will think, “was our IT provider a part of the issue” and “do we have a better service provider who will be proactive in bringing the value we need?”
Being able to withstand the rigors of economic downturns means that Black Sanz’s primary focus is to provide quality services that increase their customer’s potential to earn money.
“We believe strongly that because of the recent challenges, some will be vulnerable while those who adapt fastest will be the ones to survive. This means that we must be ready to adapt,” Clement said.
According to Clement, customers’ business strategies will capitalize on this need for advantage, and technology would have been a significant primary strategy.
“We believe that just as it is for us, customers will be taking time to reassess what their strategy needs to be and how the nature of doing business changed,” the CEO stated. “Is it a myth or reality? How do the current labor market and skills shortages affect the way our employees work and do they match with the needs of our customers?”
The president stated that achieving these goals will require balancing with budget cuts in the near term, leading to the consolidation of viable businesses.
Despite this change in partnership and spending, Clements says customer spending will remain strong and is trending toward a greater emphasis on security across all company levels and specific technical solutions.
“There seems to become a stronger give attention to document management and business intelligence but also a recognition that security is even more important than it used to be,” Clement stated.