01732 759725 30 DEALER PROFILE PrintIT Reseller spoke to Gary Bishop, ICT Director at Aurora Managed Services about the business’ focus on helping customers leverage technology to achieve their full potential, the potential within the telecoms and IT space, and how its ongoing strategy to foster strong partnerships with vendors, distributors, and its valued clients, will drive continued growth and success in the years to come Like many in the sector, Bishop points to the IT talent shortage as a persistent challenge. “Finding qualified and experienced personnel to keep pace with our growth can be a hurdle. Additionally, navigating the everchanging technology landscape requires constant upskilling and adaptation, which necessitates ongoing investment in training and development for our team,” he explained. Complex customer demands Bishop cited keeping pace with rapid technological advancements as another challenge. “Staying informed about the latest trends and innovations is crucial to maintain a competitive edge. Additionally, increasingly complex customer demands require us to constantly refine our value proposition and service offerings. The growing commoditisation of technology is another concern, as it necessitates a focus on differentiation through exceptional customer service and expertise. Commenting on the current climate, Bishop spoke about the fact that customers are more informed and expect personalised solutions tailored to their specific needs. “They require not just products, but a trusted advisor who can guide them through the complexities of IT and assist them in achieving their business goals,” he explained, adding: “They also demand transparency, flexibility and exceptional customer service, throughout the entire buying journey. “To capitalise on new opportunities, we’re constantly adapting our business model,” he continued. “We’ve expanded our cloud services, mobile and telecoms hosted portfolio, offering tailored solutions and ongoing support. We’re also investing heavily in automation tools to streamline internal processes and enhance our service delivery. Additionally, we’re placing increased emphasis on building strong vendor partnerships to provide our clients with the most cutting-edge solutions.” Navigating challenges. Bishop says that vendors and distributors can play a significant role in helping partners navigate challenges. “Providing access to comprehensive training and certification programs ensures our team possesses the most up-to-date knowledge and skills. “Additionally, streamlined marketing and support programs empower us to effectively communicate the value proposition of their solutions to our clients. Moreover, joint marketing initiatives and co-selling opportunities can significantly enhance our reach and market penetration,” he said. Whilst Bishop admits that the fast pace and ever-changing nature of the telecoms and IT industry are exciting, he does wish that there were more hours in the day. “The constant influx of new technologies requires continuous learning and adaptation, leaving less time for in-depth strategic planning and innovation. Finding a perfect balance would allow us to remain agile while strategically shaping our future success,” he concluded. www.aurora.co.uk According to Bishop, business is booming. “Compared to 12 months ago, we’ve seen a significant increase in demand for telecoms, mobile, cloud and connectivity services. We’re confident this positive trend will continue as businesses prioritise digital transformation and optimise their telecoms and IT infrastructure,” he said. Not surprisingly, cloud solutions are at the forefront, with businesses migrating to platforms like Horizon Hosted Telephony to improve agility, scalability and cost-efficiency. Additionally, Bishop says that cybersecurity remains a top concern, driving strong demand for security solutions and managed services. The company is also seeing a customerdriven response to Openreach's copper switch off with many seeking costeffective 21st century telecoms and connectivity solutions to replace the old network. A conversation with Gary Bishop Gary Bishop
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