Written by Enzo Luna
The global COVID-19 pandemic continues to create a big impact in the world, and it affected businesses to run the same before the health crisis.
Business is not that usual anymore. During the Connex20 APAC Partner Virtual Series, hosted by Alcatel-Lucent Enterprise, the conference talked about the challenges of businesses, and their customers, in the new normal.
The company recently celebrated its 100-year anniversary and now moves confidently into the new decade with the Connex20 partner conference.
“ALE has evolved in line with shifting modern-day communications requirements. We are committed to delivering innovation and helping organizations prepare for an era of growth fueled by digital transformation. We know that our partners’ commitment will help us fulfil this vision,” said Rukmini Glanard, Executive Vice President Global Sales and Marketing.
“ALE’s mission is to make everything connect to create the customized technology experience customers need. We deliver networking and communications that work for your people, processes and customers from your office, the cloud or in combination,” added Glanard.
APAC participants from India, Australia, and Singapore during the virtual series’ segment, want to drive new revenues, must-haves, and secure existing store base in the market. Situations are happening from home, technology and business are there, but they are looking again on business resilience. Technology is the key to business resiliency. “We all need to be relevant to our client,” said the participants.
“This event is special, probably the first one in virtual mode. Everyone knows this global pandemic of COVID-19 has changed the way of living and working. I can’t imagine myself working from home, but we come to this. The way of the living and shopping have completely changed. Even my hairstyle has changed,” said ALE CEO, Jack Chen.
Chen pointed out that there are both good and bad sides from what is happening all over the world. “There are good side and bad side. Impact on the business. The future of working from home saves traveling time. Online shopping education work is growing fast. Digital transformation will accelerate, and technology will also integrate into the process and workflow of each enterprise. The future is bright,” Chen added.
What is selling these days?
ALE is particularly progressive in introducing technology tools. Whether it’s marketing or engineering side, businesses must strive to look for people who are looking ahead and moving forward, fluid to understand what the customer journey looks like. Sellers need to focus on customer’s attention. Changing conversations deeper than before.
New challenges emerged regarding sales, pipeline, and investments such as: aligning with the recent state of the pandemic; business has now come face-to-face; and more of mid-term and short-term contracts are done.
“We need to jointly pro-create with our customers and see their standpoints. At the end of the day, you don’t want to perish during these tough times,” said one participant.
Here are recommended solutions that will keep business/sellers and customers that can help during this pandemic:
Be flexible
Be ready to bring quick changes
Don’t be impatient
Keep engagements on to sustain and win
ALE is right to its heart in doubling into technology with selling now done digitally and remotely.
Key takeaway is aligning people to the reality of this pandemic and empower them with new technology. That’s what customers’ need. Listen and align with fundamental and industrial models. All of these must be done very quickly. Make sure you are relevant with both sellers and customers. Business are going back to its core, identifying what is more important amidst the pandemic.
“Today we try to solve the issue with business continuity. We still need to make a living. I hope this is temporary, and with all your support we can make a better business, create for the customers and grow business together,” said Chen.